Bailey Canning: All right. Welcome back to the Business Talks podcast everyone. Thank you for listening to this week's episode on today's discussion. I am joined by Luke Charlton. Luke, welcome to the podcast.
Luke Charlton: Pleasure to be here. Bailey, pleasure to be here.
Bailey Canning: Awesome. So before we get into our conversations today, which will all be about marketing and advertising in today's digital landscape can you please just introduce yourself to the audience and give your, give them a brief background on who you are and what you've done date.
Luke Charlton: Yeah, so I've been in business for about 10 years now, as of this year. So celebrating a decade, which is pretty crazy. So I, I've been helping coaches this whole time. So like life coaches basically weight loss, dating, other marketing business coaches, real estate co, like all dim touch coaches. So for the last decade specifically though, with advertising since 2016, so I've been running ads for them.
Luke Charlton: It was as a solo. Agency for a while, if you call it an agency. So for Atlanta for a while, and [00:01:00] now I've since grown that into a actual agency where I've got like campaign managers and copywriter and salespeople working for me again, still helping helping coaches. So spent over 16, actually that was a few years ago now, but when I stopped accounting about 16 million on ads and generated 50 million in coaching revenue from my campaigns for clients.
Luke Charlton: So, Yeah, there's a little bit of background, but lots and lots of stories of pain and heartache in that, in
Bailey Canning: amongst that. Mm-hmm. . Awesome. Yeah, so that's definitely why I wanted to have this conversation with you today is just because you have a ton of experience in digital advertising, you've also had a lot of success.
Bailey Canning: But I wanted to start the conversation today talking about what you just alluded to there, which is the fact that. Entrepreneurial career kind of got off to a bit of a rough start. So why don't you talk about that? Because I believe based on what we were talking about earlier, that was actually very helpful for you in the long run.
Luke Charlton: Yeah, so when I, so basically I quit my job in 2013 cause I just, [00:02:00] you know, working in nine to five, I would always. , like the first six months would be great cause you're kind of learning and growing. But after that it's like you, you just, it's very monotonous and there's no growth and there's no, where I was, there's not really any gross pathways.
Luke Charlton: You had to wait for someone to either die or retire. So it it, so I just knew it wasn't for me and I quit and decided, had to start my own. Business. It was actually as a health coach initially, but then I fell in love with like the marketing and sales types of type of thing and had a talent for it.
Luke Charlton: So then I became a business coach. But anyway, I moved to London when I quit my job and I, I moved there from Australia cuz I thought, well, London's. Got a lot more population than where I'm currently living, which was Canberra at the time, which is the capital of Australia. And so my assumption was, well there's more people in London so it'll be easier to get clients.
Luke Charlton: But that wasn't actually the case. So I was, I was networking like five nights per week. Cuz you could go, like I was just, there's so many things on, in London, you could literally go to a networking event like multiple every day basically. So I was doing that to meet [00:03:00] people. I had my. Google Hangout shows.
Luke Charlton: Google Hangouts. Back then wasn't YouTube. I had a I started the world's actually first ever magazine for coaches called I Love, like a magazine, sorry, business Marketing Magazine called I Love Coaching Magazine. So that went for a few years, but I did a lot of different strategies. I, it got so desperate at the end of my time in London now, almost 12 months that I started door knocking on restaurant doors to try and get clients.
Luke Charlton: None of them converted. Yeah, I was also desperate to clients that I just was, I actually wasn't even trying to sell them my coaching. I was trying to sell them like done for you mobile websites. Cause a mentor of my , a mentor of mine, said You know, mobile website's really hot at the moment. Maybe you can sell a few of those to some restaurants while you're trying to get your coaching business going.
Luke Charlton: So I tried to do that as well. Joined a multi-level marketing company to try and solve pain patches to keep me get some cash flow to support that. So I had a lot of things that failed in that. Lots and lots of webinar presentations. Had a LinkedIn group. Anyway, I did a lot and struggled a lot in that first, I would say 18 months.
Luke Charlton: And I ended up coming home to [00:04:00] Australia and getting a side gig in a bar to help me pay off my debt that I'd gone into being overseas. And that kind of helped me take a couple steps back and realize like what I was doing wasn't working. Instead of chasing the bright, shiny objects, maybe you need to focus on more of.
Luke Charlton: the boring stuff, right? The fundamentals. And that's where I really fell in love with copywriting. But more of the fundamental stuff which we can get into if it's relevant to the conversation. But yeah, that's a little bit of an insight. And then from there, I got through to advertising. Cause I was just so tired of the organic strategies of like how long it would take and how inconsistent it would be.
Luke Charlton: And I just knew I wanted to run ed, so I bought an advertising course and then I went into a side gig as a. A media buyer for this agency, like a, just a part-time, like couple of hours per day type thing. And I, so I learned from a mentor of, mines, my mentor today actually. He taught me and paid me as well.
Luke Charlton: Cause I was working for his agency how to run ads. And that was a life-changing experience. And that was back in 2015 slash [00:05:00] 16. And so then I left his agency after a couple years and started my own. And that's, that was about five years ago now for, yeah, four. Four or five years ago now. Okay, so that leads us to today.
Luke Charlton: I'm still helping coaches all the way along through that journey.
Bailey Canning: Awesome. Yeah, I know it can definitely be tough in the early going when you have those failures, but I feel like it does add, you know, in hindsight it makes for a very good origin story
Bailey Canning: I kind of resonated with what you were saying there because fortunately, like the way I started my entrepreneurial path was I was working for an agency and I was able to like freelance on the side on my own business.
Bailey Canning: And then eventually once like that was kind of at a certain point I could then comfortably leave my job and pursue that full-time. So, although it might have been a little bit more fun to just like, you know, go for it right out of the gate.
Bailey Canning: But I wanna talk about a little bit about the about the the marketing funnel that you work with with your clients. Or perhaps we could say like lack of funnel, because I know based on, you know, some of the things I was looking into about. you've helped your clients generate, I, I believe about almost like half a million or [00:06:00] over half a million leads in the past decade working with them.
Bailey Canning: Why don't you talk a little bit about kind of some of the strategies you're using, because as I understand it, you're not really using like a traditional marketing funnel, so I would just be curious what kind of
Luke Charlton: So I've got two recently just focused on just doing, done for you now.
Luke Charlton: I have a group program that's kind of finishing up. And I'll talk about the strategies for, for each of them. So the strategy for the group program, which is what I was kind of teaching coaches how to do, I have a really simple, which is just a list building strategy, right? Cause that's what I started to do and that's how I started to get initial clients was just build your list with quality leads, like people with the money and the motivation to buy what you are selling and then email them consistently, right?
Luke Charlton: Because as we know, most people aren't ready to buy today, but they will be in the future. Just so if you just follow up ly, you. It's like a blue ocean. Cause no one, no one follows up. So I teach that when I'm coaching other coaches, right? When they have to actually take action and get results themselves.
Luke Charlton: I teach that strategy because [00:07:00] it requires you to have less marketing expertise, less copywriting expertise. Like to generate a lead from advertising an email consistently is, is is pretty straightforward, right? So it's much easier for me to help someone get results with that strategy. So that's, it's not really a funnel, right?
Luke Charlton: It's really just like, you know, advertise a free guide and, and email consistently. So there's not like any upsells and down sells or create a webinar with all these complex automations. All like, I don't do any of that complex stuff for a reason because. , I'm helping people that don't want to be marketers, that just want more clients, right?
Luke Charlton: So I look at it, okay, what's the simplest way I can get them clients? And that's what I recommend for them. For me, when people come to me and say, Hey, look, can you just build me an appointment system? I use something. It's, it's still simple. But it requires a little bit more of a you know, copywriting, marketing, know.
Luke Charlton: So basically the, the system again is really simple. It's literally like ad like we'll pitch your offer. Often it's your program, like your program in the ad or some [00:08:00] type of free call offer in the ad and it goes add to an appointment, right? Literally. So we're literally a pitch pitching, an appointment offer in the actual ad.
Luke Charlton: So there's no like free guide or anything that you are. Maybe just like a video for the ad, which we script out for our clients. But that's what we use to book appointments in our Done for You agency. So again, there's no, like upsells and down sales. It's usually just like, you know, add appointment with like maybe one, you know, like an opt-in page and a thank you page.
Luke Charlton: And that's, and then calendar. And that's, that's basically it. So so that's still, still very simple and I doesn't do that in the agency cause it requires a little bit more of marketing expertise, copyright expertise to be able to do that, to pitch a free call directly in an ad to cold traffic. But either way, I'm all about like, what's the quickest, simplest path to appointments.
Luke Charlton: And that's why we do those two, those two strategies. Cause that's where the sale happens, right? Is on a sales call. So we need to just get, get more
Bailey Canning: calls. Gotcha. I'd be curious when it comes to building like the email list and I'm obviously like nurturing them with like consistently following up and like following content.
Bailey Canning: Yeah. I'd be [00:09:00] curious, how do you advise your clients to think about like, kind of like the time horizon on that? Because for example, you know, I was doing the same thing earlier or like last year and I've gotten back onto it after some change in thinking, but I'd be curious how like they should think about it because for example, , they might be spending a lot of money on running ads, and then they're building email list.
Bailey Canning: They're sending out content, good content, even on a weekly basis we'll say. But then still not getting a ton of appointments. Should they be thinking. And let's assume like, you know, it's like a moderately priced high ticket offer, like a couple thousand dollars at least. For like that first entry, how long should they maybe kind of like, Just at least, you know, how long should they expect to see results?
Bailey Canning: Are we talking like three months, six months? Because I was doing it for a couple months and saw some results, but not as many as I would've liked. Even though the ads were doing really well, they had like a 25% conversion rate at its best. Yes. Performing times. So I'd just be curious, how long should they be sticking with this strategy before they think about potentially pivoting?
Bailey Canning: Like how long do they need to, to see
Luke Charlton: results? The first thing. Okay. The first thing is how should they long, should they stick with the strategy before they. And this is the big mistake [00:10:00] coaches or even business make. Right? You know, a, a new funnel won't fix a broken message. Okay? A new funnel won't fit like a new strategy.
Luke Charlton: I'll say it this way. A new strategy won't fix a broken message. So if you are like getting. The right people onto your list. So that's, I'm assuming that they're the right people, which is sometimes people are advertising the wrong guide, right? The wrong type of lead magnet. So bring on the wrong people so that when they present their offer, the people don't resonate.
Luke Charlton: So that's, that's doesn't usually happen too often, but I'm assuming that they're the right people that are coming onto the list. Okay. If they're, if from there they're not jumping on a phone call with you, then there's something that you're saying in the, in the actual emails. Right. Again, I'm, I'm assuming that they're receiving the emails.
Luke Charlton: Like if you, if you've got deliverability issues and they're not getting like, like Gmails just blocking them or they're going to spam, well, you need to get that fixed. Right? So I'm assuming they're actually getting the emails. Okay. Let's make, let's assume there's no tech issues. So they're the right people and they're getting the emails.
Luke Charlton: If you're not getting appointments from there, [00:11:00] then it's a message problem. Okay? So generally what that means is the call to action at the end of your emails is they just don't want it, whatever you're offering them. Okay. Now, to answer your question, like when should they be seeing results? Like you should be booking appointments from your emails like, like pretty quickly, like within, say, 14, seven to 14 days after they enter your list.
Luke Charlton: You know, not everyone obviously is gonna be doing that, but there will be a percentage that will start the book. Cause the offer resonates and they want help right now versus some will be on your list for like three months, six months, 12 months, two years. Right. And then they'll take the offer. So everyone comes on at different levels of, you know intent, I should say.
Luke Charlton: Now what I, what I will say is, yeah, you need to have a great offer to get them on the phone. Okay? That's what, that's what books the appointment. Then number two is your frequency. And this is where a lot of people , particularly with advertising, right? These people are cold, so you wanna warm them up.
Luke Charlton: Now, you could send them one [00:12:00] email or two emails per week, but it's gonna be a long time to warm, warm up that relationship. So what I recommend, the first instance is that you send one email per day, okay? Now again, you don't want to do a guru email where you're pitching like where you are. It's just full pitch, pitch pitch.
Luke Charlton: On the other extreme side, you don't wanna send emails that are just hard teaching every email. In fact, I argue you shouldn't be doing any hard teaching at all. That's for your program. An email is a sales medium, okay? It's meant to sell them on why they should work with you, okay? Now, that doesn't mean that you can't add value.
Luke Charlton: So the structure that I use to get. I use a little bit of a different framework so people kind of enjoy my emails, plus they get a lot of value out of them. Cause what I found is I was delivering a lot of great content in the beginning, but like the drop off rate of engagement was like, it'd be great for a couple of weeks, then it would go down significantly.
Luke Charlton: Cause I think people like, you know, they get overwhelmed with with teaching, right? [00:13:00] So the framework I use to ensure that they love reading the emails plus get value is story lesson. Okay, now we're competing with things like YouTube, Netflix, Twitter, Facebook, Instagram. And what makes those platforms so engaging Hollywood movies is that they're entertaining, right?
Luke Charlton: So if you want to compete in today's market, your emails have to be entertaining, and content is valuable, but it's rarely entertaining because the people learning aren't, I mean, it's content. It's not meant it's different. It's different. Yeah, content. So yeah, teaching is different. So, so I use story Less and close.
Luke Charlton: So I, if you jump on my list and you read my emails, they're, I would say 99% are that framework story, less and close. So I start with a story. It could be any story, a news article. I read a personal story, a client story. Like a story about Facebook that we were chatting about before. And so that's the beginning of the email.
Luke Charlton: And because it's story, it's naturally entertaining. And then I go into the lesson. Now, the [00:14:00] lesson is just a what and the why, right? The what and the why ensures that you don't go into the how, but the why can be really valuable. So, for example, if I. Why someone should be doing advertising versus organic.
Luke Charlton: Because with advertising, right, the, the leads are instant. You can test your message very quickly. You can scale it. It's on autopilots, not saves your time. And I convince people like, yeah, advertising is amazing for these reasons. They go, oh my gosh, I need to do advertising. Yes, I, I hate organic. That in and of itself is very valuable to someone.
Luke Charlton: Cause it can, you know, someone has to be sold on the why before they go into the how. So I'll say that again. They have to be sold on the why before they go into the how. So your emails that contain just a why on whatever, you know, why someone should do something is, is super, super powerful. And then the call to action at the end, the story lesson close, just a call to action.
Luke Charlton: You'll see my emails. I always have a, just a soft call to action to my program. But yeah, so the point is, you, you wanna send regularly like one email per day, but you wanna do it with [00:15:00] the right f. Right that are entertaining. So they actually enjoy your emails. Like my, I get people writing it all the time saying how much they enjoy my emails and and so you give value and then you have the culture action so you book an appointment.
Luke Charlton: So I would say frequency is a big one and people are very hesitant to send more emails cuz they've got in their mind like, oh, I don't wanna bother my list. Okay. So. If your emails bother your list, bother your list. Don't send, like, you shouldn't be sending any at all. Right? If your emails are currently bothering, least, you shouldn't be sending any, you wanna be sending emails that they like to enjoy.
Luke Charlton: And that's like the reframe that people have to under, you have to write emails they love to receive. Cause if they love receiving your emails, you can send multiple emails per day. Okay. Yeah.
Bailey Canning: Yeah. So I love the, I love the f. . I love the framework of just like, you know, story or, or lesson or story. You no story.
Bailey Canning: Lesson close. Yeah. And then obviously make any close. So I think that's something people struggle with as well. Especially like, you know, entrepreneurs who aren't like trademarked just like asking for the sale. Cause that's like really the only way you're gonna get the sale like 90% of the time. [00:16:00] When you say follow up, Like in that initial, like send an email every day.
Bailey Canning: Yeah. In that once they like subscribe your list, how long should people be looking to do that for? Like one week, two weeks? Because that's something I think I've learned very recently is that like when a lead comes through, whether we're talking about like a marketing qualified lead or like a sales qualified lead and it's time to like book that appointment, I do think you should really prioritize following up.
Bailey Canning: Like if they don't get back to you in like 48 hours, they follow up. When the leads, if they don't hear from you after a certain amount of time, I just feel like they drop off and then like two weeks later, they don't even remember who you are. So it's really like, yeah, early going is very important. So how long should people be looking to, if they are interested in this strategy, how long should they look to send an email daily versus like then pivoting if the person isn't ready to make a purchase or sign up for a consultation just
Luke Charlton: yet?
Luke Charlton: Yeah. So I, again, just so we're all on the same page, like, I'm just assuming that these people have just opted in for a free guide, right? Is that what you're talking about? Then? How long should we send them emails for that? That's correct, yeah. Yeah. So as soon as they jump on the list, they're getting one email per day.
Luke Charlton: Basically for, I mean, [00:17:00] ideally it would be forever, right? We wanna be able to, you know, but you're not gonna be what I say to my most of my clients, cuz , I'm a bit different, right? So I'm, I'm, you know, this is my strategy, so I kind of have to do what I teach and send the regular emails. But for what I say for, for my clients, like, look, start initially just do, do a 30 day email sequence, right?
Luke Charlton: Just do 30 emails and put them in an actual sequence and just try and get that converting first. Meaning just try and get some appointments from that because you don't really wanna go ahead and create like a hundred day, like a hundred email sequence and none of it convert. Cause then you have to go and redo everything.
Luke Charlton: So just start with 30 emails, put them in your email system, whatever it is, active campaign a. to go out one email per day for 30 days. And then each email has a call to action, to book an appointment. If you're trying to sell a service or if it's an e-commerce product, obviously would go to physi physical product like your website or whatever.
Luke Charlton: Yeah, so, so that's in and get that converting first. But you have to understand like after 30 days, there's still gonna be a bunch of people. Won't have, aren't ready to [00:18:00] buy, but will be Sunday in the future. So once that's converting, then you do the next 30 emails, right? Add that to the sequence, then you do another 30 emails.
Luke Charlton: I mean, ideally you'd want to have it go for like, I don't know, you'll have people buying from you that've been on your list for like years. That's a very small percentage. So you don't have to have like a, you know, 900 email sequence that would only some, someone like crazy like me that would do that.
Luke Charlton: But I would say like a good length, like a good, like a good minimum length would be probably 90 days. You're gonna get a good segment of your list. 180 days would be great after that. But again, I don't wanna overwhelm people and think that they're gonna have to go on as the right 180 emails, just start with 30 and get that converting.
Luke Charlton: That way, you know, when you go to write the rest it will convert. And, and the thing that makes the emails convert. Is, well, it's a couple of things. It's, yeah, making sure that they're actually opening them, so kind of entertaining. Number two, you're not over teaching. You don't want a hard teach. That's why I said the what and the why, but don't go into the how and the probably 80% of the success of your [00:19:00] email is the offer at the end.
Luke Charlton: As we spoke about before. It's like, what are you actually offering them with your, like what result? If I'm talking like coaching terms, like what result are you offering, like what's the main result of your program? Like for example, our offer for agency is like, we will help you book. We will, yeah, help you book 20 appointments per month within 90 days, or we'll give you a refund, plus we'll cover your ad spend.
Luke Charlton: Okay? So that's our offer. So that goes at the end of the email. So that's an example of like, you have a really strong offer and that's what gets people wanting to book and chat about your program.
Bailey Canning: Totally. Yeah. I mean, so I got, I gotta be honest with you, I don't think I've ever heard someone advocate for the strategy of like, you know, how many, the frequency of emails you outlined, but obviously you have like the results and the stats to back up the strategy.
Bailey Canning: I do. So I do think it's very interesting. I'm gonna have to rethink it for myself and my own business. I will say, For people listening, perhaps feeling overwhelmed, and like any email marketing software use, whether it's like active campaign or mail or light or whatever, you can, I would definitely recommend creating like evergreen type emails.
Bailey Canning: And then you can just [00:20:00] create it in a sequence to where, you know, you don't have to like create a new email every single day. You can just have evergreen content that automatically goes out to list and to people as they subscribe and then they're enrolled in that sequence. So, yeah. Yeah. Yeah. So it's not, sounds crazy.
Bailey Canning: It's a may sound perhaps, but
Luke Charlton: much. Oh, have a formula. It goes like this. The more you email, the more money you make. Okay. So again, like with like, especially when you're running ads, cause the people are cold, the more you email, the faster you're gonna build that relationship. Like the more touch points you get.
Luke Charlton: Right. Now you guys said you could email. , you know, if, if we got, had my order responders, right like one that had an email once a week or maybe twice a week, right? And then the one over this side had an email every single day, this one's gonna win because, just because frequency is time building the relationship faster.
Luke Charlton: So as I said, if you follow that formula or story lesson close where they're actually, they actually enjoy the emails that you send then you can be more frequent. But if you just send emails that they don't wanna read, yeah, don't send, don't send them an email every day.
Bailey Canning: Totally. As we kind of end, as we kind of approach the [00:21:00] end of our conversation here, I wanna talk to you about how you're leveraging Facebook and perhaps Instagram ads as well.
Bailey Canning: So why don't you talk about that, because I know we were talking before this and I was like, oh, have you been impacted by these updates to iOS 14.5 or whatever, the one that made the, the big changes like Facebook. And you were like to be honest, not really, because you have like a very evergreen strategy that wasn't reliant on like some of like the data.
Bailey Canning: So why don't you just talk about how you approach Advertis. On Facebook
Luke Charlton: and Instagram. Yeah. So when you say evergreen so , you know, this is coming back to my whole story, right? Whereas I was chasing the whole bright, shiny objects and I started focusing on the fundamentals and realized, wow, it's the fundamentals, the boring stuff that people wanna talk about is that's what makes your campaigns convert.
Luke Charlton: So ever since then, I, all I do is I just focus on what's the market and how do I get an amazing, like, how do I put an amazing offer in front of that market? Because if I just get that, It doesn't matter what Facebook does or what iOS updates there are.
Luke Charlton: Even if they were to go outta business, there'd be another social media site that came up in its place. [00:22:00] Right. But even if it didn't, it doesn't matter. Like there's 1,000,001 ways to get traffic. You know, there's Twitter, there's you know, there's Rumble now and there's YouTube, and there's Google, whatever.
Luke Charlton: There's always gonna be an other options to get traffic. Okay. So, It's not about the platform, it's about what actually makes the traffic convert. And that is who are we speaking to? What's the offer? So yeah, I don't really pay attention to all the updates that Facebook does. Like my, I've got a rep that I speak to maybe once a month, and he, he updates me on these like little changes, but I don't even like, like yeah, that's cool.
Luke Charlton: But at the end of the day, if I know if I do those fundamentals, the campaigns are going, They're gonna convert. So I, in terms of like, did it impact me, the iOS updates, I, the retargeting doesn't work as well as what it did before. But again, like 90% of our appointments come from just the, the cold traffic campaign, like the core campaign.
Luke Charlton: The, the retargeting ads are a bit overhyped. I think even before the I [00:23:00] iOS updates, like, yeah, they're great to. As a cheap way to kind of get some people booking appointments. But 90% of your appointments are gonna come from that initial cold traffic and then your email follow up from there. So yeah, I yeah, I just focus on creating better offers basically, and, and that's how I continue to get
Bailey Canning: results.
Bailey Canning: Okay. And then my last question for you is, so we've talked a lot about like the lead magnet type offer, which I think most people are probably familiar to, where people essentially, instead of like offering like an appointment or a meeting, you essentially offer some sort of free valuable guide they need to like your email address into, and then that's how you can follow up with them via email.
Bailey Canning: I'd be curious, have you used Google ads for that? Cause that's what I primarily used in the past, but it seems like you're more on like Facebook, so I just wonder how you think. What platform to use for trying to get downloads on the lead magnet?
Luke Charlton: Yeah. I just use either LinkedIn or Facebook generally.
Luke Charlton: Yeah. Okay. Yeah. If it's like when you can, I have tried, I have tested with YouTube ads. It wasn't as cost effective as, as Facebook [00:24:00] for like a lead magnet. Like if you are gonna do like YouTube ads, I'd make the offer a little bit more bigger as in more of a commitment, like, yeah, getting an appointment as an example.
Luke Charlton: But like if you have, if you're doing free guides, most businesses, LinkedIn or Facebook, you, you know, that cover most people listening to this cause LinkedIn. So cuz Facebook also owns Instagram, right? So you actually advertise, when you advertise on Facebook, it actually goes to Instagram as well.
Luke Charlton: So you cover Instagram, Facebook, and, and a LinkedIn. Yeah, that's where I do most advertising for elite magnets.
Bailey Canning: Okay. Got it. Well, Luke, this has been a very educational conversation. I'm definitely probably gonna have to re-listen to this at a future point. Before we wrap up, is there anything you would like to promote?
Bailey Canning: Anything where people should go to learn more about you? Because I'll put those in the
Luke Charlton: show notes. Yeah, cool. Probably the best place is to just . Cause hearing about like, you know, send a marketing email once per day can be quite like, whoa, I don't, I don't know. So I would just recommend jump on my list.
Luke Charlton: So I go to the link is nine email office.com. So that's the number. email offers.com [00:25:00] and that will give you the free guide called the nine Email Office that get clients for free. . And then you can read through that and, and if you need more clients, then send those us out to your list. But yeah, they'll, you'll jump on my list from there and you'll be able to see how the how the daily emails work.
Luke Charlton: It's pretty, pretty straightforward. All right.
Bailey Canning: Cool. Yeah, I'm on it right now, so I will check it out right after this. But Luke, thank you for taking the time to do the interview. I really appreciate it. And yeah, just thanks again. No worries, Bailey. It was a great interview.
