Latest / Conversations with Cumberland Heights / Behavioral Health Marketing with Josh Moquin of Snapshot Interactive

Transcript

Behavioral Health Marketing with Josh Moquin of Snapshot Interactive · Conversations with Cumberland Heights

• 0:01
  Josh MacLean.
• 0:02
  Welcome to the show, man.
• 0:03
  We took it on the road.
• 0:05
  Are you surprised?
• 0:07
  A little bit, but I mean, the setup is incredible.
• 0:09
  You guys did a great job.
• 0:11
  I to be really honest, I didn't do anything.
• 0:13
  It was Lauren, Stacey, Starla and Ryan.
• 0:17
  Especially shout out to Ryan.
• 0:18
  He drove here and brought all of our equipment here.
• 0:22
  He essentially, at some point came to the team.
• 0:24
  Was like, I don't know how to bring all of this stuff with them, just like,
• 0:28
  you know, so drive him.
• 0:30
  Tell us who you are.
• 0:31
  Introduce yourself. Yeah. I'm Josh McKinnon.
• 0:35
  I'm our VP of operations for Snapchat,
• 0:37
  which is Cumberland Heights marketing agency.
• 0:39
  Shout out.
• 0:42
  Been with our agency
• 0:43
  for coming on nine years.
• 0:46
  Helping businesses figure out what to do with this big, hairy problem of marketing.
• 0:51
  Yeah.
• 0:52
  So what does a VP of operations do?
• 0:55
  Yeah. When you walk in the morning.
• 0:57
  Well, if you think about a marketing agency
• 1:00
  and how it supports you guys. Right.
• 1:02
  You have copywriters and designers and creatives
• 1:06
  and developers and all the people who make the marketing happen.
• 1:10
  And I don't know if you've worked with a lot of creative people, but,
• 1:14
  there are a lot of, there's a lot,
• 1:16
  a lot of trickiness with that, especially whenever you're,
• 1:20
  trying to keep everybody on the same page, rowing in the same direction.
• 1:26
  I'm ultimately the glue that kind of keeps it all together.
• 1:28
  So you're like a bridge.
• 1:31
  Yeah.
• 1:31
  I mean, we have an amazing accounts and strategy team and we look at it
• 1:35
  and they're looking at the vision they're trying to plan for the future.
• 1:39
  Come up with amazing ideas.
• 1:41
  And we have a creative and production team that's constantly, trying to push
• 1:46
  what they do creatively and, ultimately to get those two things to line up.
• 1:51
  Yeah.
• 1:51
  You need somebody to oversee it.
• 1:53
  Yeah. I've always appreciated your.
• 1:55
  And I don't know where this conversation is going to go,
• 1:57
  so I'm just going to be completely honest. But,
• 2:01
  you know, when we
• 2:01
  hired y'all to, to be our vendor
• 2:04
  and really an extension of our team, which y'all have done very well.
• 2:08
  And this isn't a mean, you didn't pay me to say any of this.
• 2:10
  Like we I would recommend snapshot to anybody, but,
• 2:16
  one thing I appreciated more than anything else about snapshot.
• 2:19
  And I told you this because you, because you were pretty much
• 2:22
  my contact as we were.
• 2:25
  Yeah.
• 2:26
  When you came to campus and we did a big you did a big presentation
• 2:29
  because we released an RFP and all that and one of the things I appreciated
• 2:33
  most about snapshot is that y'all didn't just serve behavioral health.
• 2:38
  Not that you can't do a good job of you're just,
• 2:41
  you know, bespoke behavioral health.
• 2:42
  But I really appreciated that y'all were, you know, helping people,
• 2:46
  sell hot tubs and ambulances
• 2:50
  and tractors and banking. Yeah.
• 2:53
  And especially when I check some references like it kind of
• 2:58
  it just was helpful for me to know that maybe you all were.
• 3:02
  Sometimes it's helpful, I think, for us
• 3:03
  to zoom out of behavioral health to understand how to connect people,
• 3:07
  because I think marketing's all about, in my humble opinion, trying to be known.
• 3:13
  And y'all really helped us do that.
• 3:15
  Yeah.
• 3:15
  You know, what's interesting is when I look at the core verticals that we work in
• 3:20
  and we look at behavioral health and we look at,
• 3:24
  machinery companies, and we look at.
• 3:27
  Yeah, such an interesting. Banking.
• 3:30
  We're the community banks, credit unions,
• 3:33
  they all three are very similar profiles.
• 3:36
  When it comes to, where we're meeting
• 3:39
  these businesses that so typically,
• 3:43
  the three things that they all share in common is one,
• 3:47
  they want to grow.
• 3:49
  They know that they have a great team, a great business, a great product,
• 3:52
  and they're excited to share it.
• 3:54
  Two, they have a budget.
• 3:56
  Nothing happens without a budget.
• 3:58
  And three.
• 4:00
  I don't want to use the word unsophisticated,
• 4:02
  but they're trying to figure it out, right?
• 4:05
  And, they're like.
• 4:07
  A huge scaffolding of teams, right? Yeah. Yeah. Right.
• 4:10
  And so that's the same across all three industries.
• 4:13
  And while the the problems and each or the challenges in nature unique,
• 4:18
  ultimately they're all quite similar.
• 4:20
  Yeah. What do you think is most challenge
• 4:23
  learning about behavioral health marketing?
• 4:27
  You know, when I look at it, it's it's a couple of things.
• 4:31
  One, it could be us.
• 4:33
  Yeah. Working with you? Yeah. No.
• 4:36
  It's looking at content meaningfully.
• 4:40
  I think continues to be a big challenge.
• 4:42
  And when I say that, what I mean is,
• 4:45
  taking something technical,
• 4:48
  and making it something digestible is something
• 4:52
  that I think we continue to, test and try and figure out.
• 4:58
  You know,
• 4:58
  when you're thinking about somebody who's landing on your website
• 5:01
  and how we want to communicate with them,
• 5:05
  it's really easy to start going down a bunch of different paths and thinking
• 5:09
  that this person wants to hear this, this person wants to hear that.
• 5:13
  And so taking what you all do and writing it in a way that,
• 5:18
  at the end of the day, we want to have people reach out to us, right?
• 5:23
  So there's an action that needs to be taken.
• 5:26
  There's information that needs to be understood,
• 5:28
  and it needs to be done in a very digestible way.
• 5:31
  And I think that's a big challenge.
• 5:34
  Do you think it's so?
• 5:37
  I think it machinery thinking behavioral health.
• 5:40
  Yeah. Particularly addiction treatment.
• 5:42
  You know what we know to be true in addiction treatment is often the people
• 5:46
  that work in addiction treatment are highly highly engaged in the mission.
• 5:50
  Likely because of their personal experience.
• 5:53
  You know in person recovery alumni of Carmel Heights.
• 5:56
  It's a great example right.
• 5:58
  Do you think that there is an interesting relationship
• 6:01
  with those in behavioral health where
• 6:05
  maybe,
• 6:08
  the challenge is that people are so invested.
• 6:11
  Yeah. Does that make sense?
• 6:13
  It does.
• 6:13
  And also, what I'll say about our, addiction
• 6:17
  treatment clients are they are extremely passionate.
• 6:21
  I like and a good. Way to frame that.
• 6:23
  Yeah.
• 6:25
  And I think it's great.
• 6:26
  It keeps us on our toes, and it's always pushing our team
• 6:29
  to make sure that they're doing their best work. But,
• 6:33
  you know, when I get to look at things
• 6:35
  at a 30,000ft view, and oftentimes, whether it's with Cumberland
• 6:39
  or one of our other treatment centers, if they're starting to feel like,
• 6:44
  they're being pushed really hard,
• 6:47
  sometimes that can turn into like,
• 6:51
  oh, you know, they just they're always wanting this and always wanting that.
• 6:54
  And what I always remind them is that, like, guys, like,
• 6:56
  they're trying to help people and they feel the time
• 7:00
  and the urgency and what's happening in their day to day lives.
• 7:03
  And it's not that they're trying to push
• 7:06
  or be pushy, but they're trying to help people.
• 7:09
  And I think ultimately it's our responsibility as a
• 7:12
  as being your partner to match that level of excitement about it.
• 7:17
  I like that
• 7:17
  you said that I we've been on a journey
• 7:21
  with expectations just like y'all have.
• 7:23
  And I guess what I mean is.
• 7:27
  For instance, me, you know,
• 7:30
  I manage the digital marketing team.
• 7:33
  I never had a marketing job in.
• 7:34
  My life before.
• 7:35
  We started this journey. Right.
• 7:37
  So what I've really appreciated about snapshot
• 7:39
  and about you and Rosie and Mark and Sean and Chris
• 7:44
  and the whole team is that y'all have helped us
• 7:48
  grow in our understanding throughout the process as well.
• 7:52
  So it's been a
• 7:54
  maybe instead of just sitting back and saying, we need results, results, results.
• 7:58
  It's okay.
• 7:59
  Well, actually, let me understand how the CMS works
• 8:02
  and how meta description tagging works, and so that there's
• 8:07
  an effective bridge of expectation across each organization.
• 8:11
  And that kind of brings me
• 8:12
  to one of the things that I've learned is it's really important
• 8:16
  in organizations like ours for there to be an internal champion.
• 8:19
  Yeah.
• 8:20
  Not only just somebody that's like and in the meetings, you know, with y'all,
• 8:25
  but somebody that is obsessed, for lack of a better term,
• 8:29
  with understanding these technologies.
• 8:31
  And these strategies so that,
• 8:36
  we avoid many of those pitfalls of saying, why isn't this working?
• 8:40
  And I'll say that we talked about the different industries you work in.
• 8:43
  It's the same no matter who we work with, really, if there's not,
• 8:47
  somebody internally championing, marketing,
• 8:52
  then ultimately those relationships tend not to work out in the long term.
• 8:56
  And I don't think it's because of one party or the other.
• 8:59
  I think it's because the person who is in charge of it on the client side is,
• 9:06
  is constantly trying to,
• 9:11
  figure marketing out
• 9:13
  and doing it on their own.
• 9:16
  We're talking about expectations.
• 9:17
  There seems to there is no set expectations.
• 9:20
  It's just kind of week by week,
• 9:21
  day by day, which is just not really a successful way to run.
• 9:25
  What do you guys do to support?
• 9:28
  So Lauren is new on our team, and,
• 9:32
  one of the things that we really value
• 9:33
  about her experience, just as an example, is that, you know, she was
• 9:37
  she worked in behavioral health before, and then she went to an agency.
• 9:40
  And and having gotten
• 9:42
  no y'all over the past year and a half that we worked together.
• 9:45
  You know, I recognize that snapshot creative is busy.
• 9:49
  You know there's there's lots of customers.
• 9:51
  All. At once.
• 9:53
  And so sometimes as a team, you know when internally
• 9:57
  in fact in our little text message group, you know we're checking ourselves
• 10:00
  about like hey have we heard about this. Have we checked in on that.
• 10:03
  And we always try to recognize and give benefit of that.
• 10:06
  It's probably like ten other fires that are happening.
• 10:09
  So I'm wondering, as you're trying to help manage your own team across
• 10:15
  advertising, traditional
• 10:16
  advertising, digital creative copywriting video.
• 10:21
  Yeah. How do you,
• 10:23
  how do you train your staff to have multiple masters?
• 10:27
  Yeah. Like, how do you even live?
• 10:30
  You know what I mean?
• 10:31
  Like, how does that even work?
• 10:32
  Well, I mean, for me, like, I grew up in the agency,
• 10:35
  and so I understand each service line.
• 10:39
  And not in, like, how, how it works, but
• 10:42
  also where it's going, how it functions, how production works.
• 10:46
  I understand it all very intimately.
• 10:48
  And so for me, it problem solving is easy.
• 10:52
  However,
• 10:54
  I think it's always a challenge.
• 10:56
  People always like to ask us, like, what's next?
• 10:58
  What's coming next?
• 10:59
  And it's like, well, in the context of what are we talking about?
• 11:02
  Video, we're talking about digital or we're talking about,
• 11:06
  content.
• 11:06
  And so what's next in terms of like the future of marketing?
• 11:09
  Totally interesting.
• 11:10
  So that tends to be the part that is the most challenging for us.
• 11:14
  It isn't actually managing the work.
• 11:16
  It's making sure that we're being, constantly proactive
• 11:19
  about where each of these individual,
• 11:23
  types of marketing are going.
• 11:24
  You know, that's the same as that reminds me of our technology team
• 11:28
  or our clinical teams, like the emerging evidence
• 11:32
  based therapies like, for example, Cumberland Heights was founded in 1966.
• 11:36
  Well, you know, it's 2024, right?
• 11:39
  So our ideas and attitudes and learnings
• 11:44
  about how behavioral health change.
• 11:47
  Yeah, functions effectively has changed over almost 60 years.
• 11:52
  And technologies adapt.
• 11:55
  And trying to, give your teams time
• 11:59
  to invest in those things is really.
• 12:02
  I mean, I could see the question right back, like, you know, okay,
• 12:06
  you are an addiction treatment center, but you also have a food staff.
• 12:10
  You also have,
• 12:12
  you know, clinicians and you have all these different
• 12:15
  sorts of roles and responsibilities that ultimately you're not,
• 12:19
  you know, I wouldn't
• 12:20
  say, the best staff, but you have to figure it out.
• 12:23
  And we're all faced with those challenges, no matter what industry you're in.
• 12:27
  Yeah.
• 12:28
  You know what? I.
• 12:29
  Yeah, but I guess
• 12:32
  what comes to mind, is everybody's a human being.
• 12:36
  And relationships matter.
• 12:39
  And I think that earlier in my career,
• 12:42
  I assumed that everybody needed feedback the same way.
• 12:48
  Yeah.
• 12:49
  Based on how I need feedback. Right.
• 12:51
  And everybody grows the same way.
• 12:53
  And that is not true. Yeah for sure.
• 12:55
  I mean coaching is something
• 12:58
  when we look at it from the agency standpoint.
• 13:02
  The relationships that we have with our clients are the most important things.
• 13:05
  Yeah.
• 13:05
  And when we even look at giving clients feedback, or, the way the clients give us
• 13:11
  feedback, I mean, we have to approach that in delicate way as well.
• 13:14
  Yeah.
• 13:15
  Well, we've always appreciated y'all.
• 13:18
  I just want everybody to know,
• 13:19
  you know, Cumberland Heights has been with snapshot for a year and a half
• 13:23
  and just right about there and we have done so many things.
• 13:27
  I mean, from multiple massive photo shoots.
• 13:32
  We're about to launch a brand new website
• 13:34
  because our current website was 2500 pages.
• 13:37
  And so,
• 13:40
  appropriately pruning that and transitioning
• 13:42
  that to a whole new platform has been a challenge.
• 13:46
  Read the brand booklet that we created together,
• 13:50
  adjusting our logos and colors, adjusting all of our ads.
• 13:54
  And, you know, we've seen an 88% increase
• 13:57
  in our conversions from our ad spend, which we're not a big ad shot.
• 14:01
  But yeah, all of that has been in partnership with snapshot
• 14:04
  and getting back to some of the basics and just paying attention,
• 14:08
  you know, like like,
• 14:12
  It's not been as simple as that, but
• 14:14
  paying attention with a highly qualified staff
• 14:17
  and a good partner that's able to tell us, hey, we this is our recommendation.
• 14:22
  Next, this is our feedback.
• 14:24
  Well, you know, it's funny, like, especially in agency relationships is,
• 14:28
  it's just like any relationship, you got to take a step back
• 14:30
  and, like, realize how much we've actually done together.
• 14:33
  Like, you just listen.
• 14:34
  And I was like, amazing, man in a year and a half to get all that done.
• 14:36
  Like, yeah. Pretty incredible. Yeah.
• 14:39
  It's important that we take a
• 14:40
  step back and look at that and then gear up to go do it again.
• 14:43
  But yeah,
• 14:44
  that it's just impressive the partnership that we've had been able to produce such,
• 14:49
  such quality work.
• 14:50
  Yeah.
• 14:51
  Again, we're grateful I and I appreciate like
• 14:54
  another thing that I appreciate is like if we have a problem, we can call in cost.
• 14:57
  My cell phone.
• 14:59
  You know, we can call the CEO. Cell phone.
• 15:01
  In fact, maybe Marc would be like, no, but we were just talking.
• 15:05
  Amy Irwin, shout out to her.
• 15:07
  You know, y'all's HR officer even helped us fill a role within our own team
• 15:11
  because that
• 15:12
  one of the things I really appreciated, and this is what you all said to me,
• 15:15
  is that
• 15:15
  we want to be an extension of your team and that that couldn't be more true.
• 15:19
  I mean, your account rep
• 15:22
  and Megan
• 15:22
  being Rosie Coleman and Megan me and you know, our our on
• 15:25
  our staff calls every week on our site maybe every two weeks.
• 15:29
  And so it's a real kind of in relationship building.
• 15:33
  We know each other personally over time.
• 15:36
  And managing all these projects is, is a big team effort.
• 15:40
  So we we love you guys. Yeah.
• 15:42
  You know, and I would recommend,
• 15:44
  you know, if anybody's interested in learning more.
• 15:46
  And this is not I mean, Josh didn't tell me to say this, but check them out.
• 15:49
  You know, they're Nashville based company and reach out to them
• 15:52
  if you have questions because I couldn't I could not recommend y'all's work enough.
• 15:56
  And it really matters, like you said, because people
• 15:59
  coming to our website are in a crisis most of the time.
• 16:02
  You know, and we're not so much worried about the folks
• 16:06
  that are already aware of us.
• 16:08
  Because we think that our work speaks for itself.
• 16:10
  But it's the families that have no idea where to turn.
• 16:14
  And they're searching in Google, trying to learn more.
• 16:17
  And so making sure that our website, our digital resources
• 16:21
  are the best representation of who we are and what we do,
• 16:25
  because it's a tough decision.
• 16:29
  And we have a couple of minutes left.
• 16:30
  I want to ask you a couple questions, please.
• 16:33
  So as a as your agency partner, if you
• 16:38
  when you look, go back and look and think of the work
• 16:40
  that we've done together and where this thing is going.
• 16:42
  Like what advice or what challenges
• 16:46
  would you pose to me or our team to think about over the next 12 months?
• 16:50
  Maybe not.
• 16:51
  Not even Cumberland specific, but as an industry,
• 16:54
  what are the things that we need to be looking out for?
• 16:58
  I think that I'm concerned.
• 17:01
  The first thing that comes to mind is,
• 17:03
  quality trusted partners.
• 17:06
  I have strong opinions about what makes up a good organization
• 17:09
  from a treatment center perspective and the things for people.
• 17:12
  What? What to look for.
• 17:15
  Again, as families are in an A in an emergent state
• 17:19
  trying to make an informed decision about the health of their loved one.
• 17:24
  So having a partner like y'all
• 17:27
  that's able to fully support
• 17:31
  an organization appropriately, ethically,
• 17:34
  the right way
• 17:36
  because you've never
• 17:36
  one of the things I've appreciated is snapshot has never communicated to me that
• 17:39
  anything that we're trying to do is going to be a quick solution, right?
• 17:43
  Yeah, that if we want to make long term gains, it's going to have to match a long
• 17:47
  term investment. You know,
• 17:50
  the other thing that I would say to any to y'all
• 17:53
  and I've told you this in Mark is, you know, scale appropriately to support,
• 17:57
  you know, I know that y'all continue to grow and,
• 18:02
  and with that, from the operations leaders,
• 18:05
  you have to make sure that you have enough account directors and creatives
• 18:08
  and that their bandwidth is appropriate to make sure that,
• 18:11
  you know, I can't even imagine.
• 18:12
  But, you know, for the five or 6 or 7 different behavioral health clients
• 18:16
  that you have, you know, that all that's balanced appropriately.
• 18:20
  The other thing I'm super interested in, that we're going to lean on y'all more in
• 18:22
  the future is like the integration of artificial intelligence,
• 18:26
  not as a buzzword, but in its place in search engines.
• 18:31
  Yeah, and search engine optimization, how that will impact,
• 18:36
  the algorithms that
• 18:37
  drive where people try to find treatment centers
• 18:40
  because that's changing and that's adapting.
• 18:44
  And we need y'all to tell us
• 18:48
  how to adjust our copy and our design so that we can remain,
• 18:55
  With the times.
• 18:56
  Yeah.
• 18:57
  What about,
• 18:59
  you know, something that we're seeing across
• 19:02
  the other industries that we're working is on marketing automation.
• 19:05
  And I think for the long time we've had conversations about how do we create,
• 19:10
  a digital experience that follows everyone
• 19:12
  along their journeys and ultimately, there's been this tech,
• 19:17
  not the technological gaffe, that prevents that from happening.
• 19:20
  It's like, hey, we have this data lives over here.
• 19:21
  It needs to be connected to an automation tool.
• 19:25
  These things don't really do well together.
• 19:28
  In terms of like an integration, like, do you think that that's something
• 19:31
  in the coming year that you'd be interested in talking about?
• 19:33
  I yeah, I mean, my boss is probably if he, if he watches this episode, he's
• 19:39
  probably going to shake his head
• 19:40
  because it takes a big investment on the provider side
• 19:43
  to have the technology you need and the personnel
• 19:46
  to manage that technology, which is kind of my other job of, come on.
• 19:51
  To make sure that your data are flowing appropriately.
• 19:53
  Like one of the things that I think is a limitation in our field is,
• 19:58
  you know, we tend to buy these applications off the shelf,
• 20:00
  the EMR or the CRM and the call center, the CTM, the call rail.
• 20:06
  And you're right, there's no integration in between.
• 20:08
  And so you're relying on reports from each application.
• 20:11
  But they're not connected. Right.
• 20:14
  And that can be a big limitation.
• 20:15
  How we've solved for that
• 20:17
  is, you know, having servers in a SQL environment on premise.
• 20:22
  We maintain our own integrations, but that's a heavy burden.
• 20:24
  I mean, think about that from a call from a finance perspective
• 20:28
  and also a personnel perspective in a time.
• 20:31
  One of the things I've learned a lot about is even though our technology staff
• 20:35
  can do anything right, you know, they can build a website.
• 20:38
  They can they can create a staff portal.
• 20:40
  They can whatever they can build whatever.
• 20:43
  Sometimes we shouldn't because then we have to support it.
• 20:47
  So it's this balance of how do we partner with the most appropriate
• 20:51
  mature applications.
• 20:52
  Right.
• 20:52
  And vendors and kind of homegrown solutions,
• 20:57
  for us to grow appropriately because we have 350 people on staff.
• 21:01
  Right. And we have to take care of, I mean,
• 21:04
  you know, priority number one is the patients and their experiences.
• 21:08
  And right behind that is our staff, right?
• 21:10
  I mean, they're exchanging days of their lives to work for us.
• 21:14
  And taking care of them is no small feat.
• 21:15
  And I've learned a lot about,
• 21:18
  how to do that effectively.
• 21:19
  So an example is maybe Cumberland Heights could use another developer.
• 21:24
  But at the same time, you know, our leadership team is weighing well.
• 21:27
  We also need to staff up in another area of the representation
• 21:30
  clinically or medically.
• 21:32
  And how do you make those decisions.
• 21:33
  And we do the best we can.
• 21:34
  But that can be a big challenge, which just goes back
• 21:38
  to having an internal champion and a bridge like you.
• 21:42
  Yeah, somebody that's able to speak all those different languages
• 21:46
  to make sure that,
• 21:48
  everybody is most informed
• 21:49
  about the next decision and we can weigh those pros and cons.
• 21:54
  I think something that gets me excited.
• 21:56
  And we've talked about this before, whether it's a HubSpot or some other tool.
• 22:00
  Right.
• 22:00
  It's being able to integrate some of the data you have,
• 22:05
  with a marketing automation tool that can follow someone along their whole journey.
• 22:10
  Yeah.
• 22:10
  So if somebody in need reaches out, right, you have a marketing automation tool
• 22:15
  like automatically is engaging them,
• 22:19
  in compliant ways. But,
• 22:22
  whether that be through SMS, whether that be through email,
• 22:24
  whether that be through, a number of different, channels,
• 22:28
  but creating a cohesive experience that from day one all the way till they're,
• 22:33
  you know,
• 22:34
  10th anniversary, there's an experience that we've been able to provide them.
• 22:38
  And it's been relatively,
• 22:42
  automated in nature.
• 22:43
  And I think that is something that I'm really excited about.
• 22:46
  And we know we like to see it come on nights.
• 22:48
  You know, we like to be technology assisted, not technology dominated.
• 22:53
  So how can these tools complement what we're doing.
• 22:56
  Like we don't want our folks working for the technology.
• 23:00
  We want the technology working for our teams.
• 23:05
  And that there's a there's a balance there.
• 23:08
  Sure. For sure.
• 23:09
  Yeah.
• 23:09
  But part of the reason why we do this isn't because of my own vanity,
• 23:13
  I assure you because I would, I would rather not be on camera.
• 23:17
  But it's because it's really important for us to use digital tools of today.
• 23:23
  Like video, like YouTube's the number two search engine in the world.
• 23:26
  Because people getting to know who we are
• 23:31
  is more than just a website, right?
• 23:32
  We're the. People. Right.
• 23:34
  Like getting to see your face, your team responsible for us digitally.
• 23:39
  Right. Right. Who are the chef? Somebody.
• 23:41
  Somebody came up to me here at this event.
• 23:43
  We're like, I loved the chef episode.
• 23:45
  So I learned a lot about how the inner workings of how that happens week to week.
• 23:50
  So anyways, we love snapshot.
• 23:53
  I really appreciate you taking the time to do this at the Global Exchange.
• 23:56
  Please be safe. I know Milton is approaching.
• 23:59
  It's coming.
• 23:59
  But maybe we'll just
• 24:01
  if we need to, we'll get in the van and drive back to Nashville together.
• 24:05
  Thanks. Appreciate you, brother, a lot.
• 24:06
  Thank you, thank you. Like and subscribe below.
• 24:08
  We appreciate you guys for watching. See you again next time.