SPEAKER_00 0:00

Your number one job is to bring revenue and sales into the business. And if you don't want to do that and you don't want to hire someone to do it, then you should get a job. It's as simple as that. I'm not going to sugarcoat it. For 45 years, we got paid to type stuff into a computer and wait for it to spit something back out. Well, AI does that now. So what's left for you, the agency owner? Well, that's what this show is about every week. I'm Troy Dean. Welcome to the Agency Hour. This is the new format from today of the Agency Hour podcast. It's mostly me. I'm going to talk about the news. We're going to explore one big idea every week. I'm going to give you some uh homework to take some massive imperfect action and we're going to take your questions. I will bring some guests on when they've got something that you can use right now. Duncan's episode last week was a good example of that. I think the big learning from that episode is use AI to do the computer work. Don't use AI to try and replace human relationships or strategy or sales. The great learning from that episode was Duncan lost a proposal for eight websites because he had a great meeting with a client. They really connected. He empathized with the client. The client felt heard and felt like Duncan really understood their situation. And then he used AI to write a 13 or 14-page proposal for eight websites. And the client came back and said, dude, that just sounds like you used AI to write that. And which is fine, but you missed a few key points. But also it just didn't sound anything like the person I spoke to on the call. And so they lost the job. There's one thread that's going to run through every episode of the Agency Hour, and that is how to hand the computer work to AI and free up you and your team to do the bits that humans do best. Now, we're also publishing the agency hour in 12 episode seasons. So this season will run from now right through to the end of the year. And we now actually have fan mail live. I'll put a link in the show notes. But you can go to the agencyhour.com, have a look at every episode of the podcast, and you can click the link and you can leave us some voicemail. And so if you leave us a voicemail, ask us a question, anything to do with growing your agency, recurring revenue, AI, hiring team, managing cash flow, whatever it is, any question whatsoever about running your agency, just leave us a voicemail and I will listen to it. And I may even play it on the show and answer your question. Hey, just a quick little sidebar here. If at any point you're listening to this podcast or hanging out on our YouTube channel or consuming any of our content and you just know the timing is right to take your agency to the next level, then go to the agencyhour.com slash headless and apply to work with us inside Agency Mavericks. We only take on a handful of clients each month. And so if that page is up and the application form is open, then that means we've got an available slot. It's the agencyhour.com slash headless, and we'll get you plugged into a great team of agency mentors, a great community of agency owners. We'll help you grow your recurring revenue, get your team, your processes, and your AI dialed in, and turn your business into an agency that is not only highly profitable, but an agency that you just love running. We've been doing this for a long time. We've mentored over 4,500 agencies from every part of the planet over the last 15 or 16 years, and we'd love to help you take your agency to the next level. So go to the agencyhour.com slash headless. All right, let's get back to the podcast. All right, so now it's time for the feed. All right, in AI News this week, uh a court brief quotes open AI, uh, specifically an open AI engineer, saying that users won't click links. Now this comes uh from a court case where the New York Times, I believe it is, is suing OpenAI and Microsoft because OpenAI using ChatGPT and Microsoft using uh Bing uh chat rather than Bing Search are giving people results in the AI, and people are not clicking through to the website where that answer comes from. So this is uh a classic uh cash grab and land grab. It happened here a couple of years ago in Australia where all of the media publishing outlets and the newspapers sued Facebook and the social media platforms for using their headlines and people weren't clicking through to the website. So I have a particular take on this. I think without social media, you probably wouldn't get as much traffic as you're getting. But anyway, the news publications won here, and the social media platforms now need to pay a premium and a levy to bring those headlines into the social media feed. And this is what the New York Times are now saying should happen with OpenAI and Bing is that they should be paying a royalty to include their uh their data in those AI results. The point for you guys as agency owners is uh, and the AI, the OpenAI engineer said this in February 2023, three and a half years ago, just think about this for a second. Three and a half years ago, an open AI engineer wrote in Feb 2023 that no matter how prominently we show the links, users won't click. Right? And so on the 17th of September, the New York Times filed a court brief in New York um against OpenAI and Microsoft. The point as agency owners now is that if you are reporting to your clients about traffic, well, that report is going to get worse every week. Yeah, because traffic is just going down and it's not going to go up anytime soon from search. People are searching for um searching for answers and AI is giving people what they need without the click. And I think now Google are reporting something like more than 60% of Google searches end without a click. So I have been saying this for a long time, and I'll say it again, and I'm again, I'm not deliberately trying to find data here to back up what I'm saying. Full transparency, I have Victor, my AI employee, plugged into Feedbin, which is my RSS feed aggregator, and I just have Victor give me the most interesting things that happened in the last seven days in the AI and agency world based on all of my feeds, right? And that's where this story came from. So I'm not selectively, I don't have an attention bias here where I'm selectively looking for data to back up something I'm saying. I'm just scrolling the headlines and going, that's interesting, because I've been saying this for a while. If AI is doing more of the delivery, your job should really be to sit with the client and understand what's important to them. Traffic has never been important to a client. It's what happens on the other side of that click, it's what that traffic does that's important to the client. And so your job now is to really understand what's important to the client and start reporting on those metrics rather than traffic, because reporting on traffic is going to get worse over the coming, uh, the coming months. Okay, Claude Sonnet 5.5 came out this week. It is 30% faster and up to 30% cheaper, and it's now the free model on Clawed AI. So if you sign up for a free Clawed account, you're now using Claude Sonnet 5.5, right? And the point here is that the cost of AI doing the work just keeps dropping. Yeah? The the cost to get AI to do deliverables, to produce work, to do the computer work is getting cheaper and cheaper. And that will just continue to happen. We've seen this happen over the course of technology. Computer power doubles in in capacity every 12 months, the chips get smaller, the things get cheaper, right? The thinking, the strategy is still yours to charge for. So don't get caught into the trap where you drop your fees to match your costs just because AI is getting cheaper. That's you don't have to do that, okay? Um, Anthropic says that it runs 30% faster. It came out on the 28th of September, so it's only a couple of days old. 30% faster than Sonnet 0.5 and costs up to 30% less for most work. So think about that for a second. It's the same price as Sonnet 5, and it beats it on every benchmark, right? And it's 30% cheaper and it's 30% faster. So I I I mean I'm not great at math on the fly, but that's not just a 30% increase. It's a 30% increase in quality and speed, but a 30% reduction in cost. So some very smart mathematician is going to actually email me and let me know what that actually means, but your margin just got a whole lot fatter. Okay. On some coding tasks, it's close to Opus 5.5, which is Anthropic's top model. Yeah. And as I said, it's now the model on the free Clawed AI account. Um, and it rates well ahead of Chat GPT's free tier. So your clients can get a very capable model for nothing and say, I'll just do it myself in Clawed, which is happening. I'm hearing more and more agencies say that their clients are just saying, well, I'm going to do it myself in AI. The question I'd be asking your client is, okay, and I've had this conversation with an agency recently. Yes, you can do it yourself, but you didn't know what to do until you and I spoke about this two weeks ago, right? So this is my whole argument here is that you should be getting paid for the thinking. Just because your client says, Well, I know how to write articles uh in Clawed, that's great. But now you know that articles might be the thing that are going to bring you more traffic because we know that publishing articles and and having them written in a particular way with the right schema and getting the linking right is going to increase your chances of coming up in AI search results, right? So now you can go and write your own articles in Claude. That is true. But two weeks ago, you didn't know that writing articles was the right thing to do. So even though you might be able to do it yourself in AI, the question is, what do you do in AI? How do you know that you're doing the right thing? Okay. And this is my whole point is that if you sit with your client long enough and understand their business and their pain points, you will be able to understand the right strategy to help them achieve their goals. And then the deliverables should be largely done by AI. We still have a human in the loop checking everything because I don't trust, I don't think AI is completely autonomous yet. I don't trust that it's able to write an article and publish it without someone looking at it. But you are still responsible for coming up with a strategy and then delegating the computer work to AI. That's our model, okay? Now, uh a nice segue into the uh final article here from the feed, which comes from Search Engine Land. Again, I'll put links to all of these articles in the show notes. You can outsource marketing, but you can't outsource accountability, right? Business owners and marketing managers will hand an agency the keys and then say, do your thing. The agency points at rankings. Hey, you're getting more rankings in search, you're getting more traffic, sales don't move, there's no improvement to the bottom line, and the agency gets fired. Right? Owning the outcome takes time, and most agency owners don't have time because they're stuck doing delivery. Okay. So again, just again, I promise you, I'm not using selection bias to find articles to back up what it is I want to say. I'm literally just mirroring what's happening in the world to you guys, the agency owners, and letting you know this is not just some crazy guy in a basement who read an e-book and is now just regurgitating the e-book on a podcast, right? That's not what this is about. I'm doing the research and I'm finding what's working in the agency land and what's happening in AI, and I'm trying to bring my best thinking to you guys so that you don't get stuck in a business model that is not going to survive the next 12 months to two years, right? AI should be doing more and more of the delivery, freeing you up to spend more and more of your time with your clients, understanding exactly what it is they're trying to achieve. And you need to improve your business acumen if you're going to survive in this landscape. And if that means that you need to do some extra training around understanding KPIs and understanding business models and margins, then so be it. Right? There's one fantastic book I think you should read. It's called Simple Numbers, Big Profits. I think that's the name of it, by uh Greg Crabtree is his name. I'll put a link to that in the show notes. Uh, it really breaks down how to understand the numbers in a small business. And I think that as a marketing agency owner, whether you're doing websites, SEO, marketing, content, whatever it is, you are in the business of helping other business owners improve their revenue and their profit. And you need to understand you need to be able to talk that language, right? Nobody cares how many words are in the blog post. Nobody cares about the metadata or the alt text on an image. What they care about is that you understand what's important to them as a business owner and that you can help them achieve their goals. So you need to be able to talk their language, okay? All right. Uh that brings me to the main segment of uh the podcast, which is called The Deep Dive. Okay, so here's typically how agencies have run over the last 20 years. You talk to someone that you know in your world, they express interest in what it is that you do. You come up with an idea, a plan, you pitch it to them, they say yes, you agree to the proposal, they pay the deposit, and now you're stuck doing the thing that you promise them, right? It's a freaking horrible business model. I had a very good friend of mine, Seamus, who's probably listening to this podcast. I hope you are. Yeah. And you're usually sitting up at 10 o'clock on a Tuesday night with a laptop on your lap in front of the TV, trying to fix a plug-in or trying to get a thing to do a thing, right? Because that's what you promised, that's what you promised the client. And in the old days, thanks to Tim Ferris, who taught us this in the Four Hour Work Week, which is a 20-year-old book, what you would do is document the way that you do the job, and then you would try and outsource that to labor in an emerging economy. And over the last 20 years, since, I mean, yes, hiring staff in emerging economies like Vietnam and the Philippines and Thailand was a thing, but really since the four-hour work week, that whole ecosystem has exploded. And we've done 20 years of that, of writing SOPs and hiring someone in an emerging economy to follow a process. And it kind of worked and it kind of hasn't. Well, the new version of this is to write the skill file and hand it to AI. Now, there are some things that you shouldn't hand to AI, and I have some very specific ideas on how to write skill files. And if you want a completely free course on how to do this, an absolute deep dive in how to write skill files and train an AI how to do a job, then you should come and join the school community. Again, I'll put the link. It's totally free. Uh, there's a bunch of paid courses in there, but the main flagship course is setting up your AI employee and it's completely free. I will put links to that in the show notes. It's just school.com/slash agency dash mavericks, I think it is. Uh, I'll put a link to that in the show notes as well. And so the the advantage of using skill files with uh AI instead of SOPs with humans is because AI will just do exactly what you tell it to. It will follow the skill and it won't ask questions and it won't argue, right? You get consistent output and you don't get any complaints. One of the problems with using AI is that uh it's not great at being flexible if a variable comes up or a different situation comes up, right? So you might end up with many, many different versions of a skill file for different clients, right? The way we write a blog post for this client is like this and it gets published on this platform and it follows this format. Whereas this client here, it's a slightly different format. It uses this big call to action section in the middle and it gets published on Webflow or whatever the situation is, right? But the point is writing those skill files for the repeatable, consistent work that just happens, you know, the same way every day, every week, every month, writing those skill files and delegating it to AI. It takes time to get it right, but that's the model to then free you up to do what you do best, which I don't believe AI will ever replace. And the first thing that you need to do as a business owner, your number one job is to bring strangers into your world and turn them into clients. Now, that can be from referrals and word of mouth, which is how most of us survive, and that's great. Until it's not, I don't think you can rely on that 100%. It can be from producing content, which is what I'm doing right now. It can be running ads, it can be physical networking, getting out in the community, going to BI Breakfasts, just networking at your local chamber of commerce. It can be doing email marketing, uh, it can be uh working with strategic referral partners. So if you're a web design agency, partnering up with an SEO agency, whatever the case may be, your number one job is to bring revenue and sales into the business. And if you don't want to do that and you don't want to hire someone to do it, then you should get a job. It's as simple as that. I don't, I'm not gonna sugarcoat it, right? You have a responsibility to bring revenue into the business. It's as simple as that. Your second job really is probably what you got into this for in the first place, which is strategy. Understanding your clients, understand that they don't know what they need, they know what they want, they know the outcome that they're trying to achieve, and your job is to help them design a plan to get there. That's all strategy is, okay? I know a lot of people have hang-ups with the word strategy and they get intimidated by it and they think, oh, well, I'm not a strategist and they don't even really understand what the word strategy means. All it is is a plan to help your clients achieve what they've told you they want to achieve. Now, just I'll take a step back from strategy for a second because I will say that a lot of people don't actually know what they want. And so part of your job is to help them figure out what the goal is and then design a plan to help them get there. Okay. And number three, I think uh the the number three job that you have is the relationship, is to is to keep the relationship going with your team and your clients, right? Is to build really good relationships with your clients and your team based on trust and based on you being able to deliver what you promise and help your clients achieve their goals. The other thing I think that humans are better at than AI is taste, knowing what good looks like and sending back what isn't good and supervising that the AI. I don't think we're at in a world of autonomous agentic AI right now. I don't let I don't let AI off the leash and just let it do whatever it wants. I supervise it very, very closely. Here's what AI can do, and here's what AI is already doing in our business and in a lot of the agencies that we mentor. AI is doing keyword research. It's excellent at doing keyword research. Uh it can use any keyword research tool on the market that has an API. My favorite at the moment is data for SEO, D-A-T-A-F-O-R-S-EO.com. They're an API-only keyword research tool. They plug straight into the Google Keyword Planner API, uh the backlink API, the AI mentions, the LLM mentions API, and it pulls all this data out for you and you can put it wherever you like. There are no fancy dashboards, it doesn't produce beautiful reports, it's not SEM Rush, it's not AH refs, it's data only. It's super cheap. There's no monthly subscription, you just pay for the data as you use it. So you can do deep, deep, deep keyword research for a client and have AI produce a very detailed spreadsheet on exactly what the opportunity is, what the keywords are, uh, what opportunity you should be going after. And it might cost you a couple of dollars to do that keyword research. AI is also very good at then writing blog posts, location pages, and service pages based on that keyword research. Here's the way it works. If you're using an AI employee like Victor, for example, and I know I'm I'm a big advocate of Victor, but let me explain why I like Victor so much. This is one example of why I like Victor. I still I use Claude every single day. I have Claude open. It's one of the first apps I open when I sit down at the computer. I don't use ChatGPT much these days. I know they just release dots. I don't care. Uh I'm like whatever. I don't have FOMO anymore. There's always going to be a new AI tool that I'm missing out on. I just don't care. My stack is Clawed, Victor, high level, uh, Whisperflow to talk to my computer. It's pretty much and Slack. That's pretty much how I run the business, right? Um, so I still use Claude. But here's why I love Victor. Victor lives on its own virtual hard drive. So when I ask Victor to do keyword research for a client, I'll tell you what's happening. Victor is logging into Data for SEO, it's doing keyword research based on the domain I've given it, and then it's storing that keyword research in a JSON file and it's putting that in a folder on its own virtual hard drive with the client's name on it. So, for example, if I do keyword research for the acousticcenter.com.au, which is one of my favorite guitar shops here in Melbourne, it's going to create a folder on its own virtual hard drive called Acoustic Center in my client's folder, and it's going to store a JSON file in there called keyword research. When I come back to Victor a week later or a month later, or three months later, and I say, hey Victor, I want to put together a three-month content strategy for theacousticcenter.com.au. Do you remember doing that keyword research? It's going to go and have a look in that folder and pull out the JSON file, which is a super lean, fast, cheap way to communicate uh information, a JSON file. It's kind of like another version of a CSV file or like an Excel sheet, right? And it has a look through that JSON file and it says, Oh yeah, I've got all that keyword research from three months ago. Do you want me to log into data for SEO and just update it and make sure those keywords are still relevant? Yes, please. And it does that, and then you say, Great, put together the 90 day content strategy, which it will do based on best practices. And Victor also has its own browser. It can go Go and research the internet and figure out what the best practices are for a three-month content strategy for an acoustic guitar shop in Melbourne. And it can build a great content strategy. And then it can write a blog post based on that keyword research. It can prioritize actually which blog posts we should write first and which ones we can do in month three. It will suggest that we do a location page. It will suggest that we do specific service pages. I did this example actually for the Acoustic Center, if you're listening, and uh it suggested that we write uh one of those epic guides, like the ultimate guide to guitar strings, because that's one thing that people search for a lot that they had not a lot of content for. And buying guitar strings will bring people into the shop or will get them to make a purchase on their online Shopify store, and now all of a sudden they have a new customer who might eventually spend four and a half thousand dollars on a beautiful acoustic guitar, right? So Victor stores all this in its own memory, in its own filing system, can do the keyword research, can design the content strategy, can write the blog post, can then write social posts based on that content, can then write email newsletters, can display all of this beautifully in an online portal to show the client if that's what you want to do, and can then run monthly reports to show the client uh what's happened, what we've done, can log into ClickUp, can have a look at what we've done over the last 30 days for that client, and can put together a beautiful report. This is all entirely possible. And the way that Victor integrates with all of those tools is a couple of mouse clicks. Good luck getting Claude to integrate with Google Search Console to get uh the most relevant keyword data that's driven traffic in the last 30 days to a website. To do that, you have to go and set up a Google Cloud Console project, enable the Google Search Console API, and two and a half hours later, you're still trying to get your API key to give to Claude, right? It's a nightmare. Victor use a couple of uh pieces of technology in the back end called Pipe Dream and Composio to integrate into all of your tech stack very quickly. That's why I like Victor, right? It's not the cheapest. 100% it is not the cheapest. In fact, it's probably the most expensive AI I've ever used. My usage and my cost has come down over the last three months dramatically because I've learned how to write skill files and I've learned how to tame it. Uh, but it is fast and it is good. So it's great at doing all of that. It's also great at checking your ad account and making uh suggestions on how to improve your ad account. It's great on doing admin, it's great on onboarding clients, it's great at doing invoicing and follow-ups, it's great at recapping calls that you've had with clients and then coming up with the action steps based on that call. Now here's the test. If the job is typing something into a computer and waiting for the computer to do something with that data and reformat it and give it back to you in a different format, then AI can do it and AI should be doing it. Right? So that's the litmus test. You need to ask yourself, I'm about to do something. Does it just require, do I need to think about this or does it just require me to type something into a computer and have the computer do something with that data? If that's the case, you can probably get AI to do it. I've worked with an agency in Florida who have 22 staff and they would spend about two hours doing keyword research on any new client that came into their world, and they're onboarding a lot of new clients, and that was taking them anywhere from 12 to 16 to 18 hours a month to do that keyword research. Right. Victor has replaced that and is doing that keyword research. It takes, depending on the size of the website and the domain and the competitiveness and the keywords, it takes anywhere from 10 to 15 minutes to do really detailed keyword research and come up with a spreadsheet and show you the spreadsheet at which point you can look at it, review it, make some changes, or approve it and move to the next part of the process. And once it's done that the first time, then it does that consistently every time after that with a simple command, something like, hey Victor, do keyword research for, you know, solar panels, melbourne.com.au or whatever the domain is. Now, why most people struggle, I think, with AI is because they're still prompting Chat GPT and getting some kind of random output, right? Even if you've got projects set up in ChatGPT or you've got projects set up in Clawed, it's static. There's no, and I, and again, this is not an ad for Victor. Maybe it is. I'm I'm just telling you why I like Victor so much and why it allows you to move so quickly, right? You can't plug Claude or ChatGPT into your Slack channels to automatically update its memory of the conversations that you had with another team member who lives in another country about a particular client. Victor is in all of my client channels. So if I ask Victor any question about one of my clients, their strategy, their keywords, whatever, Victor's got context. It's got access to data for SEO, it's got access to their website, it's got access to the Slack channels, it's got access to Fathom, where the call recordings are. It's just got context and memory and instant access to all of the information it needs without me having to do any extra plumbing and get it plugged into things, right? So um I'm not now it the mistake people make is when they start using Victor or any AI employee like Victor, and there are a bunch, there's Lindy, there's Roman, there's Marcus, there's a bunch of these popping up. When anyone starts using an AI employee like this, they start talking to it like ChatGPT. And that's a mistake because, as I said, it will be probably 25 to 30 times more expensive than just talking to Claude or ChatGPT as a chat bot. Do not use it as a chat bot. I think of Victor as a vending machine. I put in a request and I get something out. And the reason I get something out is because I've trained it with skills. Okay. All right, now it's time for Done beats. Perfect. So here's the first thing I want you to hand off this week. Monthly client reports. Now, you may not do client reports. I've met a bunch of agencies that don't do them, and that's totally fine. Maybe your clients don't need monthly reports. But if they do, then the first thing I would do is ask yourself and ask your clients, what does a monthly report look like that's really meaningful to you? I've had agencies come to me and want all of these metrics on a client report. And when we dig into it and we figure out what their client actually wants, we end up with three dials at the top of the report, right? How much we spent on ads, how much money we made, and what's our row as. That's the only thing that the client cares about if you're in the business of running ads. So talk to your client, ask what is the most valuable report that you can show them every month, and then uh go through the last three months of reports and analyze this with them. Write down the criteria of the report that they want to see and design the report first, right? Ask Claude or ChatGPT or Victor or whatever you use, design a report with these three numbers. Just give me a static HTML file or a PDF or however you want to display it, and design the report first just with fictional data. Get the report right first. Make sure the client's happy with it. Say to the client, if this was your data, it's just fictional data at the moment, but if this was your real data, would this report make sense? And would you take action and change behavior or change strategy based on the insights from this report? If they say yes, then give AI the data source, whether it's GA4 or Meta Ads or Google Business Profile or Google Search Console or Go High Level or Content Studio or whatever you're using, give AI access to the data source and give it the finished report that you've already built, and then say, hey, on the third or the fourth of every month, I want you to build a report like this based on the data sources that I've plugged you into, and then have AI iterate and go through the process of getting that right. It's not going to be perfect. The first time you do it, you will need to iterate and put some guardrails around it and you know, tweak it until you're happy with it. But when you're happy with it, you then just stick that on a cron job or a scheduled task and it does it every month. Again, that's another benefit of using an AI employee like Victor, for example, uh, is that it runs on its own virtual drive. So it's got a clock and you can just put it on a cron job and tell it to do that at, you know, eight o'clock every Sunday night or whatever the case may be. All right. Now I did mention this last week. Uh, we have released a fan mail feature where you can leave us a message. If you go to theagencyhour.com, you'll be able to find it. If you just go one of the episodes, you'll be able to click on the button and leave us some fan mail. I'll also put a link in the show notes, which will take you directly to our fan mail page. And uh just let me know anything that you that you want to know about growing your agency. Leave me a voicemail. I'll play it on the uh on the podcast. And or if you tell me in the message, don't play this on the podcast. If you say, hey Troy, it's uh Joan here, please don't play this on the podcast. But here's my question. Um, then I'll answer your question uh next week on the podcast. If you're okay with me playing it on the podcast, then just know that if you leave a message, I'll play it on the podcast unless you tell me not to. Uh and I will uh answer your questions on the podcast. I really want to help you guys as much as I possibly can. This is this is the only way really that you can get my help without paying me is to ask me questions on the podcast and I'll help you. Okay. So uh click the link near the show notes, leave a voicemail, and um I'll start to play them on future episodes. Okay, well, I hope you're enjoying this new format of the podcast. Um, my job and my goal here is to make this podcast the most useful, the most entertaining, the most educational podcast for agency owners. I want you to tell your friends, I want you to look forward to listening to it every week. So let me know what it is uh you want to know on this podcast and what you want me to do next. Troy at agencymaverics.com is my email address. I read every email. It's not AI, it's not a VA, it's actually me. Um and just to recap, what we've talked about this week is delegate the delivery and the computer work to AI so that you can keep control of sales, strategy, relationships, and taste. Taste is a big differentiator. We've all seen AI Slop, we've all read AI Slop. Your job is to make sure that that's not happening in your business and hand off the typing to AI. All right, remember, leave me a voicemail, go to headless.agencymaverics.com if you want to work with us, and I look forward to seeing you and speaking with you next week on the Agency Hour. Until then, my name's Troy Dean. Let's get to work.