Podcast appearances and mentions of adam sand

Tom sits down with Adam Sand of Roofing Business Partner, a consulting firm that provides contractors with the tools and training to reduce sales friction and increase customer satisfaction, to help them grow their business. Tom and Adam discuss family, entrepreneurship, pride and respect in the trades, optimizing your marketing and sales processes, among other things. Adam also provides a roadmap for contractors to analyze and scale their business from a consultant's eye.Episode Highlights:[00:00] - Intro[00:35] - Immigration challenges Adam faced[05:14] - Parenthood and the role of parents in children's lives[05:59] - Tom's experience doing a HGTV show[07:41] - Motivation behind Adam's vlog Building the SandCastle [10:48] - Issues with HGTV[13:08] - Tom's intent with the HGTV show[15:45] - Production costs and ROI in content creation[16:30] - Contracting industry as forgotten sons[16:45] - Scaling and shifting his business model[19:18] - Leaving a legacy and theory of constraints[22:23] - Common constraints faced by contractors[24:32] - Helping a client to figure out their sales strategy[25:44] - Strategy to decrease sales costs and optimize productivity[30:26] - Need for improvement in the trades industry[34:26] - Adam's efforts to instill pride and professionalism in employees[36:34] - How new IRS regulations are affecting contractors[37:25] - Labor crisis in the construction industry[38:42] - Broken families and moral values in construction industry[39:23]- Importance of strong leadership[42:22] - Figuring out your ideal client[47:28] - Common marketing mistakes contractors make[49:26] - How to know you have the right or wrong marketing company[53:18] - Balancing word-of-mouth referrals and marketing[57:46] - Can roofing companies be successful without door-knocking[1:04:02] - Involving children to disarm clients[1:06:05] - Connect with Adam[1:07:35] - Wrap-upResources:= Roofing Business Partner Website: https://www.roofingbusinesspartner.com/ = Roofing Business Partner Linktree: https://linktr.ee/rbpconsulting

Galen Hair talks to entrepreneur Adam Sand about effective marketing strategies for business growth. Adam emphasizes the importance of committing to a well-thought-out marketing strategy and advises against trying different tactics without a clear plan. He highlights the need for businesses to hire the right marketing agency and invest adequate resources. He describes how his firm, Roofing Business Partners, helps businesses streamline their processes using practical operational frameworks. Highlights Adam Sand's background and how he used successful Facebook advertising to grow his roofing business How the game of social media marketing has changed significantly as platforms have reached critical mass and offering free value has become more expensive His recommendations for first-time marketers How he teaches his clients enough to be "dangerous", pushing the importance of entrepreneurs' understanding marketing efforts themselves and not relying solely on hired marketers Transitions towards 'roofing business partner' Developing technology infrastructure for businesses The theory of constraints and how businesses often hamper their own growth by identifying and breaking their own constraints His business growth method: Identify constraints, do more of what works, find how to do it better, and then add new elements Episode Resources Connect with Galen M. Hair https://insuranceclaimhq.com hair@hairshunnarah.com https://levelupclaim.com/ Connect with Adam Sand https://www.roofingbusinesspartner.com/ https://ca.linkedin.com/in/adamsandltd 

Join host Mike Claudio and guests as they share powerful stories, lessons, and principles to help you become that Championship version of yourself. Lessons you can learn from others who will help you avoid unnecessary pain, disappointment, and failure. Every episode will be the shot in the arm, the kick in the ass, and the NO BS inspiration you need, to push through the fog and create the success you want in life.   Follow us and leave a review:   The Big Stud Podcast - BigStudPod.com WinRate Consulting - Winrateconsulting.com Instagram: https://www.instagram.com/winrateconsulting/ YouTube: https://www.youtube.com/@themikeclaudio For guest inquiries: mike@bigstudpodcast.com   Win Fast, Win Often

  Adam is the Owner of Roofing Business Partner, a company that helps business owners find value in the marketplace, build a framework for their business to succeed, and create processes that reduce sales friction and increase customer satisfaction.   Hear Randy and Adam discuss positioning and systemizing Your company, the Adams entrepreneurial journey, and putting the proper focus on your company!    

Great conversation with Adam Sand – we covered a ton of stuff including these two topics, and why he believes a consolidation is coming in roofing, and what to do about it.RBP Consulting's Website: https://roofingbusinesspartner.comHook's Website: https://hookagency.com

Join ContractorCoachPRO head coach, Jim Johnson, for this episode of Contractor Radio where he is joined by Adam Sand to talk about the importance of a well though out process!Get a Free Assessment of your business here: https://bit.ly/CTR-podcastFollow us on social media!Facebook: https://www.facebook.com/contractorcoachproYoutube: https://www.youtube.com/c/ContractorCoachPROInstagram: https://www.instagram.com/contractorcoachproLinkedIn: https://www.linkedin.com/company/contractorcoachproPodcast Facebook: https://www.facebook.com/contractorradioTOP REP Facebook: https://www.facebook.com/topreptraining

Adam Sand is an entrepreneur and he describes himself as a Marketing and Automation Nerd serving the Roofing Industry, and a fellow Roofing Company Owner. He is the owner of a successful roofing business, and he works with companies to set-up their SumoQuote software and also builds custom CRMs specifically to enhance and streamline workflow and customer experience. Adam has over 15 years of marketing experience in a variety of industries, and has been in the roofing industry since 2014. His current company is called Roofing Business Partner, and he has a podcast show by the same name. Roofing Business Partner provides roofing companies with the tools and training necessary to grow their company. They help you identify who your perfect customer is, what they need from you, and how to reach them. RBP provides a framework for your business to succeed by helping you create processes that reduce sales friction and increase customer satisfaction. Learn more about Adam and Roofing Business Partner: https://www.roofingbusinesspartner.com/

Imagine this, you're shingling on a Roof as an employee of a 1 crew Roofing Company... and you fall off to find out you have broken your back and your shoulder. What would you do? If you're Caleb Oberg you walk it off, take a job as a Production Manager and proceed to learn everything there is to know about running a roofing company. From Sales and Marketing to Xactimate and Quickbooks, and everything in between! In this Episode, Caleb Oberg shares lessons and reflections on his come up with Oberg Roofing, and you will learn the following: How to Implement the Catch-All to keep crews happy, retain crews longer, and make more money! How being born in 1980 was crucial to his love for innovation and technology Build, Scale, and support the community with Marketing Interns How he is adapting to the inside-outside sales model in a busy roofing company When and why to hire Consultants How he chooses when to recruit, figure things out himself, or bring in experts What it's like to make life-changing decisions in business while raising two daughters How to build and compensate in house and subcontracted crews How to make decisions out market position in a geographical location that gets shut down with northern Minnesota Winters If you would like to Connect with Caleb Oberg you can do so by searching his name or finding him in Level the Playing Field. For more episodes and content, or to Connect with Adam Sand visit RoofingBusinessPartner.com --- Send in a voice message: https://anchor.fm/RoofingBusiness/message

Adam, the Owner of Roofing Business Partner, experienced countless struggles growing his roofing company until he turned to Facebook and grew his business by $420k in just 60 days. After that, he decided he would try to help roofing companies deploy the same strategy.  To date, Adams agency has moved from strictly working in the Facebook ads space to consulting their clients by providing a framework to succeed by creating CRM processes that reduce sales friction and increase customer satisfaction. Hear how Adam helps roofing companies create and implement processes to reduce sales friction and increase profit and margins.

Today, we sat down with Adam Sand of RBP Consulting (roofingbusinesspartner.com) to discuss the future of roofing, the recession, and 3 to 10-year predictions about the industry. Adam Sand: https://www.roofingbusinesspartner.com/ https://hookagency.com/

Adam Sand of Roofing Business Partner, talks about when you NEED a CRM, why he loves Hubspot for roofing, the pro's and con's of niched CRM's and when it's time to make a switch.

We welcomed a special guest and close friend of Liz, Adam Sand, to the show to discuss his perspective on the challenges contractors face in a changing industry. “I see 50 years from today that this industry is not going to look the same as it does now. It's going to be different products, different […]

The podcast for roofers, by roofers is back with a very special episode live from RoofCon 2021 in sunny Orlando, Florida. Listen in while Liz and Vince hand the mic over to our guests! – Ryan Holliday from – https://iinktech.com/ – Philip Nafziger from – https://sustainableroofingky.com/ – Adam Sand from – https://sargeantsroofing.com/#/ – Chuck Allan […]

We all want systems and processes that make our day-to-day operations run more smoothly, but not many of us are experts at getting it all put in motion. One of the new services that today's guest offers is helping to set up SumoQuote for contractors. As someone who has experienced first-hand the dramatic difference in his business when it comes to actually implementing these processes, Adam Sand is passionate about helping others to do the same. As the owner of Roofing Business Partner, Adam is a Certified SumoQuote implementation partner, and he is also a partner at Sargeant's Roofing in Edmonton, Canada and he'll be sharing with us how contractors can benefit from his experience and get so much closer to the business and family dreams that they've been working so hard to achieve. What you'll hear in this episode: My tips on outsourcing! Adam shares how he became a SumoQuote implementation partner while being a successful roofing contractor. Differentiating yourself from the competition allows you to raise your prices and improve your close rate. Adam covers the great features of SumoQuote and the role that Roofing Business Partner plays. Adam explains Measurement Tokens. Clients don't want to buy the cheapest shingles, they want to work with the right people! SumoQuote can also be used as your CRM. Adam reveals the most under-utilized feature of SumoQuote. Here's what happens when you don't control the proposal. Adam details what is included in your SumoQuote package.   Connect with Adam! Roofing Business Partner - SumoQuote (Your 10% off discount code is "roofershow") Sargeant's Roofing Referenced App: POWRLINE App Referenced Episodes: Podcast 216: Sell More Jobs in Less Time with This Awesome Tool with Ryan Shantz Podcast 235: How to Automate Your Sales Process for Your Roofing Business with John DeLaurier Resources: Check Out My NEW Website: The Roofer Coach Download My FREE 1-Page Business Plan Text Me @ (510) 612-1450 – Say Hi! I would love to hear your feedback, pros & cons! **Please leave me a review on iTunes!** ~Please Share My Podcast With Other Contractors~ THE ROOFER SHOW SPONSOR INFO: Need Help Answering the Phone Or Online Chat? Find Out How Ruby Receptionists Can Help Bring In Leads!! Or Call Ruby at (844) 326-7829 Check out their app!  

We reference this episode a lot in conversations with our Tradiepreneur clients so we thought it would be worth bringing it back to the top of your feed! If you are serious about getting off the tools then have a listen to Adam Sand from Roofing Business Partner. In particular, Adam has worked out how to find and retain the right employees in arguably one of the toughest labour markets around... the USA. Keep an eye out for the latest Tradies In Business webinar as well, where we take a look at how to find and retain your own dream team. Remember, if you're ready to make change but aren't sure where to start, you can chat to Nic and Waz for free. CLICK HERE to book!

In today's episode, Dmitry sits down with Roofing Business Partner's Adam Sand, and discuss best marketing practices, mental health roofers, the importance of company expansion, and much more - tune in!  

If you want to sell more jobs, for more profit, in less time, you'll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business. What you'll hear in this episode: A recap of our first three parts of “Have Your Best Year Ever:”   Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Ep. 101) Part 2: Keeping leads organized with a CRM system, with Adam Sand (Ep. 102) Part 3: How to get more leads, with Marc Levesque (Ep. 103) Steps to developing a consistent and repeatable checklist in converting leads into sales: The initial call Get back to the ASAP This is your only chance to make a great first impression Lead warming Warm up the lead and prepare the customer Stand out from the competition The visit Leave a great first impression with your first visit Use a scripted checklist Ask the right questions The presentation Refer to Episode 22 with Tom Reber on How to Sell Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale Lead nurturing This is where contractors drop the ball Give the customer a reason to call you back Use a newsletter, but include helpful information Texting will likely get a response How to handle the “break up” email Close the job Do a recap and know your numbers Track your close rate on jobs to evaluate your pricing After the job, ask for referrals focus on turning the customer into a lifelong customer A good CRM system will help you keep track of customers Resources: Need Help Answering the Phone? Use Ruby Receptionists!  Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829 Enjoy These Episodes You May Have Missed: 22: How to Sell Your Roofing Services with Tom Reber 75: How to Escape the Price-Driven Sale with John DeRosa From the “Have Your Best Year Ever” Series: 101 (Part 1): How to Design a Website That Converts Visitors into Sales with Darren Slaughter 102 (Part 2): How to Stay Organized and Convert Leads into Sales with Adam Sand 103 (Part 3): How to Get a Consistent Flow of Qualified Leads with Marc Levesque  

Marcco and the army of darkness welcome LA comic and actor Justin Wade. Justin talks about the work he's done on popular shows like "Dave" on Hulu and "Dirty John" on Netflix. Justin opens up about character work for comics, growing up with musical vibes and the improvements on the biz end as far as the color barrier. Then we bring in a couple of comedians and writers from Montreal, Adam Sand and Dr Tyler Lemco. They're best known for a very popular YouTube channel "Epic Meal Time". These guys are wild as hell. One guy is dressed like old school Gold Dust and the other guy old up a famous independent wrestler in his youth.  sdwsupodcast@gmail.com music twinn - Little toe https://twinn.bandcamp.com/releases Detroit's Filthiest - Detroit Party https://mcec.bandcamp.com/album/old-english-d  

Adam Sand of Roofing Business Partner and Sargeants Roofing joined me on the podcast for this episode to discuss his business and several ideas and strategies he's using to navigate the current COVID-19 pandemic period. Adam first appeared on Trench Talk for episode #047 which you can find at https://www.xrm.com.au/047-adam-sand-roofing-business-partner/  Find out more about Adam at https://www.roofingbusinesspartner.com If you enjoy Trench Talk, please remember to hit the subscribe button inside your chosen podcast player, more episodes can be found at xrm.com.au/podcast. Enjoy Trench Talk Episode #070 with Adam Sand…   ---- Show notes and links for this episode can be found at xrm.com.au/podcast. You can find Matt Reynolds on Facebook, Instagram, Twitter and on LinkedIn.  

Despite living with Autism, ADHD and PTSD, Adam is an author of seven published books that can be found at www.myhazingstory.weebly.com and on Amazon. Adam is married and copes with his PTSD by setting goals of riding the Millennium Force at Cedar Point 17,806 times so far and striving to ride it 20,000 times. We learned from Adam:*Sports can help students learn valuable life skills that transfer to academics. *Despite a disability diagnosis, one can still become an independent, productive and socially acceptable member of society. *Riding roller coasters may free you from emotional pain. *If you are abused in any way, tell someone!! If they don’t help you, tell more people until you get the help you need. *Writing is a great tool to help live out your dreams!Support the show (https://www.paypal.com/myaccount/transfer/homepage/request/PepTalks:PeopleEmpoweringPeople)

If you haven't heard of Adam Sand, with Roofing Business Partner, you need to check out his content if you are wanting to learn how to market like a pro!  Adam is brilliant when it comes to marketing, and in this episode he off the cuff shares some of his secrets and tactics that are changing the way roofing companies think and act around marketing!  Also be sure to subscribe to his podcast to learn more about Adam and what he's doing! 

In this episode, I get the privilege of speaking to Adam Sand from Roofing Business Partner. Now before you assume that this episode will have nothing of value for you, listen up. Adam has had an abundance of success with Facebook Ads and he breaks down his process in great detail. For anyone who has struggled to experience success or maintain success with Facebook Ads, this episode is for you. In addition to the value, there is lots of laughs and great conversation as well. This is an episode that you will want to make time to listen to. Enjoy!Support this show http://supporter.acast.com/intentionallyinspirational. See acast.com/privacy for privacy and opt-out information.

Create Facebook video ads that actually work with Adam Sand  The ability of Facebook video ads to find people while they're thinking about roofing before they're actually Googling roofers is incredibly powerful. I learned how the Facebook ad platform works, how to measure and test your different ideas, and I learned that everything at all times is always a test. To sell your service or product with Facebook video ads there is a product script, a process script, a people script, there's the thought reversal script, the caught doing it right script and the giving pledge script. Now they're calling it "through play", but essentially, can you get someone to stop and listen to you for 15 seconds? _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ CREATE FACEBOOK VIDEO ADS THAT ACTUALLY WORK [just click to tweet] CREATE FACEBOOK VIDEO ADS THAT ACTUALLY WORK The ability of Facebook to find people while they're thinking about your product or service before they're actually Googling it is incredibly powerful. _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Doug Morneau: Well, welcome back listeners to another episode of Real Marketing Real Fast. Today's podcast is like every other podcast, it's about marketing, but it's about an industry that we haven't talked about before. So, if you're interested in having your sales reps have a closing rate of 60%, or if you could see yourself investing $20,000 in Facebook ads and generating $750 or $800,000 in sales, I think you're really going to like what my guest has to say today. One of the things I want you to listen for later in the episode is what he calls "stop the thumb" with regards to your Facebook ads. Doug Morneau: So, my guest is Adam Sand. He has the odd combination of being a tech nerd as well as a high-performance salesperson. He believes that organizational discipline combined with the entrepreneurial spirit is the great alchemy for performance. He and his company use video marketing and infographics to pre-sell roofing, and once the industry figured out what they were doing, he became a hot topic and an influencer in that space. So Adam's going to share with you some of the strategies they use in Facebook, as Facebook videos and ads, and how they build their sales funnel out in an industry where Facebook has restricted their ability to target homeowners. So, I'd like to welcome Adam Sand to the Real Marketing Real Fast Podcast today. Hey Adam, welcome to the Real Marketing Real Fast Podcast today. Adam Sand: Hey, thanks so much. I appreciate the invite. You have a really good show, so I'm excited to be here. Doug Morneau: Hey, thanks so much. I had a chance to do a deep dive into your media, your social media, what you're doing and what you're producing for content. I know that's one of the things we're going to discuss and to say that I'm really impressed with the amount of detail and the information that you share that's educational in your content that can really help people to make decisions and move forward. Adam Sand: Thanks. I always say teach first, sell second. That's my big message for anybody that's trying to achieve anything, especially when they're marketing their construction companies. Doug Morneau: Well, I heard Frank Kern say once, he said, "What if we actually help somebody achieve the goal that we're promising in our advertising? So what if we can actually help them in the ad to do something opposed to just telling them to click here?" Adam Sand: Yeah, that's actually really smart. I wish I'd heard that before, but thank you for sharing that. Doug Morneau: Well, you've figured it out. So yeah, I guess we shouldn't talk hockey, because we're both Canadians of neighboring provinces and- Adam Sand: I'll go on all day. Doug Morneau: That's right. So onto the important stuff. So do you want to share a little bit of the background, how you got into this area where you're creating really compelling content and then hel...

Can you use Facebook ads for brick-and-mortar businesses? In this episode, Adam Sand is here to explain how he’s getting big conversions for local construction businesses. Garrett and Adam talk about how he’s tapped into an industry that hasn’t fully accepted the digital marketing revolution and the strategies he uses to get results. IN THIS EPISODE YOU’LL LEARN: What lessons Adam learned from blowing $50k on Facebook ads Examples of Adam’s lead magnet formats and how to choose which to create The ad types and strategies that Adam is finding the most success with on Facebook right now Adam’s highest performing campaign that combined all of his infographics into a “21 Mistakes To Avoid When Reroofing Your Home” lead magnet LINKS AND RESOURCES MENTIONED IN THIS EPISODE: Roofing Business Partner Roofing Business Partner on Facebook   Thanks so much for joining us this week. Want to subscribe to The DigitalMarketer Podcast? Have some feedback you’d like to share? Connect with us on iTunes and leave us a review! iTunes not your thing? Find us on Spotify, Stitcher, TuneIn, or at DigitalMarketer.com.

Adam Sand is the owner of Sargents Roofing and Roofing Business Partner. Everything was born as the next logical step from the one before it. Adam had countless struggles growing his company until he turned to Facebook and ended up growing Sargents Roofing by $420K in just 60days! After learning Facebook Ads successfully, Adam learned to turn lead generation on autopilot. Adam wanted to help other roofers use the same strategy and that's is when he started a podcast and began his own agency, Business Roofing Partner.

The Inbound Success Podcast launched on August 28, 2017 and today marks the 100th episode, and 100 straight weeks of publishing interviews with high performing marketers. On this week's Inbound Success Podcast, I'm taking a break from interviewing guests to share with you 13 trends that I've observed from the 99 interviews I did throughout the last two years. Listen to the podcast to learn more about the 13 things that the world's top-performing inbound marketers are doing, and get links to the specific episodes where you can dive deeper into each topic. Transcript Welcome back to the Inbound Success podcast. My name's Kathleen Booth. I'm your host, and this is the 100th episode of the podcast. I thought this was a great opportunity for me to take a break from the usual routine of interviewing some of the incredible marketers that I get to speak to every week and look back on the last 99 episodes and try and digest some lessons learned. I've had the incredible good fortune of speaking to some really amazing marketers in the last two years as I've done this podcast. It's given me an opportunity to meet people I otherwise never would have met, to learn some things that have really kind of made a difference for me in the way I think about marketing, and have prompted me to take a second look and reevaluate the way I've been doing some things. So, thought it was a great opportunity to share some of those lessons learned with all of you. How The Inbound Success Podcast Got Started But first, I wanted to just take a moment and tell a story about why I started the podcast. It was about two and a half years ago that I had my own marketing agency, Quintain Marketing. I had had the agency for 11 years. I'd gone to a lot of marketing conferences and listened to tons of podcasts, and watched webinars, always looking to make myself a better marketer. I had a lot of clients that I wanted to help. I also wanted to market my own agency and do better every day. I always would listen to these folks talk about the marketing work they were doing and the incredible results they were getting, and so infrequently felt that there was anything really tangible that I could take away from it and immediately use to improve my own marketing. This podcast was really an attempt to solve for that. It was me trying to scratch my own itch, and in doing so hopefully helping some of you. The interesting thing about this has been that it has certainly done that for me, and it has also done so much more. I already mentioned that it's enabled me to meet so many people I otherwise would never have met. There are a lot of people in the marketing world that I really admire and respect. And having the excuse of saying, "Hey, would you like to come on a podcast?" is a great way to meet someone new and to meet and to form that relationship, so that's been great. I've also met some really incredible people that I didn't know about through my guests when I ask them who else is doing a really great job with inbound marketing. And those relationships have been amazing. One of the most amazing and incredible things about this is that it changed the entire course of my career. One of first people I interviewed when I started the podcast was Bob Ruffolo, who is the founder and CEO of IMPACT. Now, I work at IMPACT. The reason is that before we started to hit the record button for the podcast interview, we were just talking about how things were going. I was telling him that I thought I might be ready to make a change, and that led to me selling part of my company to IMPACT and joining the team. That's been a really major shift in my life and a great one. I've learned so much. I get to work with some really smart people every day and do very, very interesting work. All this has come out of this little podcast. And most importantly, I've learned a lot about marketing. As I said, that was my original goal. 13 Lessons From Interviewing 99 High Performing Marketers So without further ado, I looked back through the 99 episodes I've done before today and really saw 13 themes emerge. That's what I'm going to share with you today. 1. There Is No "Secret Sauce" The first one ... And some of these, by the way, are going to seem like no-brainers, but they're important because it's important to remind ourselves of the things that we kind of already know. First one is, in most cases there really is no secret sauce to being an amazing marketer. The folks that I interviewed who were the most successful have a few things in common. Number one, they are voracious learners. They're always trying to improve their knowledge. They're always hungry for more. And they're consistent. That's huge, the consistency. A great example of that is Goldie Chan. I interviewed her. She's often referred to as the green-haired Oprah of LinkedIn. She has the longest running daily channel on LinkedIn. She's posted a new LinkedIn video every day for I think it's about two years. It's incredible. It doesn't matter where she is, what's happening, whether she's feeling well, whether she's traveling, what her access to Wifi is, she finds a way to do it because consistency is so important for her. And it's really paid off. They also do a few things and do them really well. A great example of that is Rev Ciancio who I talked with about Instagram marketing. Rev has an incredible Instagram presence. Which by the way, do not look at it when you're hungry because his pictures are all of mouthwatering hamburgers, french fries, pizzas, chicken wings, nachos, essentially everything that's bad for you, but that tastes so good. But, Rev has a fascinating strategy for how he approaches Instagram and has built an entire business around it. He does one thing, and he does it really well. Alex Nerney talked about Pinterest similarly, just a platform a lot of inbound marketers overlook, but he's really figured out a way to make it sing for him. The hungry learners who are consistent and who pick a few things and do them really well, that's really the secret sauce, which essentially isn't so secret. That's number one. 2. Listen To Your Customers And Prospects And Use What You Learn in Your Marketing Number two is they really listen to customers and prospects and use that in their marketing. Again, sounds like a no-brainer. We always talk about the need to do persona research and to build buyer personas, but I think what happens is we get very often so caught up in building the actual persona that we forget the big picture, that it's not about having this fictional profile of a person. It's really about understanding the way our audience thinks, what their real pain points and needs are, and the language they use to talk about that. A couple of the interviews I did were great examples of this. Barron Caster at rev.com who uses their own transcription product to transcribe all of the conversations they have with customers and then pull actual words that customers have used out and feed that into the copy on their website and landing pages, and that's gotten them amazing results. Val Geisler and Joel Klettke, two of the most accomplished conversion copywriters out there, both also talked about this type of research and understanding deeply, deeply the needs of customers and prospects. Paul Blamire at Atomic Reach, who is head of customer success and makes it a point to speak to new customers shortly after they've onboarded and really understand what brought them to the company and how the product is solving their needs. And he feeds that back in not only to marketing but to product development, to every aspect of the business to deliver a better customer experience from first touch in the marketing process all the way through the experience of using the company's product. 3. You Don't Need Fancy Tools Or A Big Budget Number three, you don't necessarily need fancy tools or a big budget to get incredible results. There are some really great examples of this. Oli Billson who I recently interviewed about the small events he's doing that are delivering tremendous amounts of revenue to his business. Chris Handy who talked about marketing for a Pre-K school, really small campaigns, but they just really ... They understood their audience, and they used the available tools that they had and got terrific results for the school. Adam Sand, who's using direct mail in conjunction with inbound marketing, super old school, but very effective for him. And Harry Campbell, who's The Rideshare Guy, and he's probably the top content creator in the ridesharing space. So think Uber, Lyft, Lime, Bird. He just started blogging and has created some great content and a big following. You really don't need fancy tools or a big budget. You can do it on your own with what you've got, if I go back to the first thing, if you're consistent, if you pick a few things and do them really well, and if you're a hungry learner who is willing to roll your sleeves up and apply what you're learning. 4. Connect With Your Audience On An Emotional Level Number four, the best marketers connect with their audiences on an emotional level, another thing that might seem obvious but that I think a lot of marketers get wrong. We tend to put our marketing hats on and make our marketing all about ourselves or we fall back into that comfortable place of corporate jargon, and kind of robotic speech, and use words like leverage and synergy. Nobody talks like that in real life, or not at least the people that you want to hang out with. The people who talked about this were Kieran Flanigan of HubSpot who shared their hearts and minds strategy for creating content with two types of content, content that solves a person's problems and tells them how to do something, that's really that mind's content, and then the heart's content, which taps into a pain and emotional need that the audience has. Then, Katie Stavely from Mautic. This is ironic that these are the two examples I'm giving for this one because HubSpot and Mautic could be considered two different sides of the same coin, HubSpot being a paid marketing automation, CRM, customer service platform, and Mautic being a completely free open source alternative to it. Katie talked about how important it was to be authentic in your marketing, especially with their audience, which it's all about community. It's opensource software, so your community is helping you develop your product. But regardless, the idea is to really make that emotional connection. 5. Sometimes The Biggest Wins Come From Content That Is Not Related To Your Products Or Services Number five, with content marketing, sometimes the biggest wins happen when you don't create content about your products or services. We as marketers, as inbound marketers, think a lot about top-, middle-, and bottom-of-the funnel strategies. We're always brainstorming what are the questions that our audience is asking as relates to our product or service. That often leads us to create content that is very much about us and not so much about our audience. But, I had two interviews that I thought really highlighted how successful you can be if you flip that script and talk nothing about yourself. What I mean by that is ... I'll start with Stephanie Baiocchi, who was actually Stephanie Casstevens at the time I interviewed her. She hadn't been married yet. And funny enough, she was not working at IMPACT. That's another great outcome of the podcast. Now she is. But, she talked about a campaign that she was running for a client that sold solutions for medical waste from physicians' practices. Originally, they were creating a ton of content around medical waste, and it just wasn't working. The reason is that their audience, which is really the office managers for physicians' practices, already has a medical waste solution. You can't be in business if you don't, so they weren't out there searching for any information about medical waste. They didn't even realize they needed to switch providers or that they had a problem. It was when she kind of took a step back and thought, "What are the biggest problems that office managers have? It doesn't need to have anything to do with medical waste," and she realized it was patient no-shows. They created a patient no-show policy template that office managers could use. That was a total home run. What it did was it opened up the conversation with their audience so that eventually they could begin talking about medical waste. But at that top-of-the-funnel level, they needed first to really open that conversation, and product- and service-related content wasn't going to cut it. Another person who did that really well was Ryan Bonnici, who is now the CMO of G2 Crowd, but at the time was working at HubSpot. HubSpot's a company that has a huge audience. Of course, trying to broaden the top of the funnel at a company like HubSpot is challenging. All the low-hanging fruit is gone, and so you really have to get creative. He was trying to target a small business audience. He really asked himself, "What are the problems that small businesses have?" And, again, doesn't have to have anything to do with HubSpot. He realized when you're starting your business or when you come to work at a small business, one of the first things you have to do is come up with an email signature. You're usually either copying one that somebody else in the company has created or you have to create it from scratch, and it's kind of a pain. He built an email signature generator, an online tool where you could type in some information about yourself and it would spit out a really nice-looking email signature. That tool generated a ton of traffic, leads, and revenues for HubSpot, and it cost them only $6,000 to build it, but the impact was enormous. So, great lesson learned about getting out of the habit of creating only product- and service-related content and thinking bigger. 6. Paid Ads Are An Essential Part Of Any Inbound Marketing Strategy Number six, the old myth that paid ads are not inboundy is dead, or it should be dead. This one was woven throughout almost every interview I did. It's funny because when I first started working with inbound marketing, it was back with my old agency. I had discovered HubSpot. We were following their original methodology of attract, convert, close, delights, for those of you who've been in the HubSpot world for a long time and all. I remember many times going to INBOUND and seeing Brian Halligan stand on stage and talk about how the old way, the old interruptive way of marketing was paid ads, and people didn't like being interrupted. I think we all read that as, well, paid ads are not acceptable if you're an inbound marketer. That myth started dying, I think, several years ago, but it's worth repeating that paid ads are, I would say, not even just inboundy, they're essential to an inbound strategy in this day and age. I'll just list off a bunch of names of my guests who've talked about it. This isn't even a complete list, but Mark Rogers, who at the time was with Carney and grew The Daily Carnage newsletter using Facebook ads; Sterling Snow from Divvy who's used ads to drive leads for their platform; Moby Siddique who has his own inbound agency and does some incredible Facebook ads work with Messenger bots; AJ Wilcox, who is a LinkedIn ads expert; Ali Parmelee, who's one of my coworkers here at IMPACT who does incredible things with Facebook ads; Anthony Sarandrea; Rick Kranz. The list goes on and on. All of them attribute the success that they're getting and the incredible results to some form of paid ads. Let that be the final nail in the coffin of that old myth. Let's really embrace ads, and not just checking the box with ads and promoting our posts, but really taking a full funnel approach to advertising. Because that's the other thing that these folks talked about is it's not about boosting something on Facebook. This is about really digging in and getting good at ads and thinking how ads can be used at every stage of the funnel. 7. Content Distribution Is Critical Number seven, it's not enough to create and publish your content on your website. You've got to promote it and distribute it. This is one that I've heard time and time again. A lot of the best marketers I've spoken to say you should spend twice as much time promoting and distributing your content as you do creating it. I think for a lot of us that equation is backwards. One person who talked about that was Kipp Bodnar who is the CMO of HubSpot, probably one of the companies that is the best at inbound marketing. He talked about what a game changer it was in the last year when HubSpot really threw some muscle behind content distribution and how that impacted their traffic. This is a company that already had amazing traffic, by the way. Then, Phil Singleton. I loved my interview with Phil who is an SEO expert and an author. Phil talked about this great strategy he uses for clients where he's creating e-books, just like lots of inbound marketing agencies do. But then he takes the e-books that he makes for clients, or he takes a collection of blogs, for example, and compiles them into any book, and he publishes them as Kindle e-books on amazon.com, and also in some cases as hard copy books through Amazon direct publishing. It is so simple, and straightforward, and inexpensive. It blows my mind that more marketers are not doing this. It was a cool episode, so definitely check that out. But yeah, the lesson is don't just like write those blogs, create those e-books. Think about what are you going to do with them once they're published. How are you going to get them out in front of the world? 8. Original Research Can Drive Tremendous Results Number eight, original research can have amazing results. I had several interviews where people touched on what has come of original research. One of the people I think that that is most famous in the marketing world for doing this is Andy Crestodina. He has been doing a blogging survey for several years and really credits that with bringing a lot of attention to his agency, Orbit Media, out of Chicago, giving him a ton of backlinks and press. It's a pretty simple survey. He does put quite a bit of effort into promoting the survey itself so he can get a lot of responses, and then once he gets those responses into packaging that content so that he can turn it into things like infographics and articles, et cetera. But, it's not just Andy. Michele Aymold from Parker Dewey uses original research and data to boost her marketing results. Clare Carr from Parse.ly, they actually don't even have to do that much research because simply by the nature of the product that they sell they have access to a lot of proprietary data. She's really productized that and used it to get a tremendous amount of press. In fact, she was able to dramatically cut back the amount of content she was creating while getting better results because the data itself was so attractive to their audience, and it also helped her reduce their PR spend. Then, Rebecca Corliss at Owl Labs. They produced the state of remote work, and that's gotten them quite a bit of traction. 9. Community Is A Powerful Tool To Fuel Growth Number nine, community is such a powerful tool for marketing. This is an interesting one because here at IMPACT we've been working really hard over the course of the last two years to build our own community called IMPACT Elite, which is on Facebook. We've learned a lot about community in the course of doing that. I would say it has been a game changer for our business, certainly. We now have over 5,000 people in that community. It's a delicate balance how you run it. You can't make it all about yourself. It has to truly be about helping the members of the community and getting them to the point where they're almost running it, if you will. I spoke to several other people who have built communities and had similar experiences in terms of the community being a fundamental tool in the growth of their business. One was Bill Faeth who is a marketer who specializes in the limousine and transport business. He has Limo University, and he has a big community around that of limousine companies. Frank Gruber, who started Tech Cocktail in the beginning and turn it into Tech.co, which was then acquired, he now has a company called Established. But, he began this grassroots community all over the country of startups and people interested in the startup ecosystem and wound up building a tremendous media business from that. Nikki Nixon who at the time I interviewed her was running the FlipMyFunnel community for Terminus. Ameer Rosic who has a community focused on blockchain called Blockgeeks. And Mark Graham, who is an old friend of mine doing amazing things, he's up in Canada and has a software platform called Commonsku and has built a great community around that. All of these folks doing incredible things with communities in very different niches, I should say. For Bill, it was limo companies. For Frank, it was startups. For Nikki, it's people who are ABM practitioners. For Ameer, it's folks in the blockchain community. And for Mark Graham, it's people in the promotional products world. All of these different niches need communities and people are hungry to connect with others who have similar interests as they do. 10. The Quality Of Your Content REALLY Matters Content quality. I had a couple of great interviews on this. This is one that I'd love to talk with more people who are focused on this. In this day and age, you can't just be creating content and checking the box. You have to really create great content that is better than anything else out there if you really want to get amazing results. One person who talked a lot about this was Oli Gardner and how he is putting a lot of effort into really making the content that they create be the best that's available on the Internet. Emily Maxie from Very talked about this, too, really digging deep and creating unbelievable resources for your audience. Both of these folks are getting great results in terms of traffic, and that traffic ultimately turning into leads, because they took the time to create in-depth pieces that really added value for their audience. Seems like it should be obvious, it's another one of these, but it's really not too a lot of us. I mean, you might think your content's really good, but is it the best? When you Google that topic that you created content about, is your piece the best thing that you can find in the search results? If not, go back and spend the time and make it better. I think one of the lessons I've learned is it's better to make less content that's better content than it is to create a high volume. 11. Creating A Podcast - Or Being A Guest On One - Is A Good Way To Build Your Brand Another theme that came out was podcasting. It's sort of ironic because we're on a podcast talking about podcasting. But a lot of my interviews, as I went back and reviewed, had to do with podcasting, beginning with George B Thomas, who I've had the privilege to work with over the years here at IMPACT. He's now at Impulse Creative. George is a prolific podcaster, and he's ... It might seem easy when you listen to him. It just seems like, "Oh, there's a guy that just has a great rapport with his audience," but he puts a ton of thought into how he does these podcasts, how he structured them so that they not only deliver value for the audience, but that they have naturally built-in incentives for people to share them and to grow his audience. That's really worth listening to if you're somebody who wants to start a podcast. Andrew Dymski is another person who's been podcasting for a long time and who I've been a guest on his podcast. He's been a guest on mine. He's got some great insights. Ryan Hawke, who has The Learning Leader podcast, Ryan blew my mind just with how prepared he comes to everything. He talked about this, too, how before he does an interview the amount of preparation he does, the amount of preparation he does when he even just invites somebody to come on his podcast. This guy is serious business, and that's why he's so successful. He really has put the thought into it and turned his podcast into a business. Dan Moyle came on the show and talked about podcast guest interviews. So not necessarily starting a podcast, but if you want to get the word out, going on other podcasts as a guest. At the time, he was with a company called Interview Valet. What's been really cool for me is seeing the other side of that. I get pitched a lot by companies like Interview Valet, and there are certainly other ones as well. They'll send me an email and say, "Listened to your show. Thought it was great. Here's a guest that I think would be really good for you." That's how I've gotten a lot of my more interesting guests. There's something to that podcast guesting strategy that really I think can help you get traction and raise your profile if you're trying to build a personal brand or trying to get the word out about a product or a service. There are plenty of companies like Interview Valet that, for a fee, will take care of that for you. It's kind of like having a talent agent. I also talked to Jay Acunzo about podcasting. He is actually a consultant to other companies and helps them create, produce, and get the best results out of their podcasts. One of his clients is Drift, which comes up a lot on my show. People love Drift, always cited as one of the best examples of a company doing inbound marketing really well, and they have a couple of podcasts. Then, Jeff Large of Come Alive Creative. Lots of folks talking about podcasting. It really stuck out to me that it's not just about, hey, everybody should have a podcast, and I don't think everyone should. It's not right for everybody. But, podcasting can play a role in almost everybody's marketing strategy for sure. 12. Video, Video, Video Number 12, video. Can't have a list of trends and things that are important in marketing without talking about video these days. Some of the guests that I've had that have spoken about this are some of the more impressive people that have been on this podcast. In 2019, I opted to kick the year off with an interview with Marcus Sheridan, who is an amazing man that is a big role model for me. I currently get to work with him at IMPACT. But, he's somebody that I followed for years and I have so much respect for because he sees things about marketing and about customer behavior that a lot of other people don't, even though they're staring us in the face. One of the things that he has really seen and committed to is that when it comes to marketing and selling, we can't just tell people something. We have to show it to them, too, and we show it to them using video. He talked about how important video was going to be in 2019. I know that he's out speaking at conferences and talking about video all over the world. Also, Eric Siu. I kicked off 2018 with Eric Siu doing predictions for last year. He talked about video as well and was like, "Video's going to be huge in 2018." So in both of my kind of yearly prediction episodes, the guests that I've had have cited video as one of the biggest things we should be paying attention to. And then, of course, I already mentioned her, but Goldie Chan, who is a LinkedIn influencer and creates a new LinkedIn video every single day, has made a career around those videos. She's amazing. She travels all over the world and is sought after as a speaker because of the LinkedIn video she creates. And Dennis Yu who has turned video into a formula for building people's personal brands. It's really impressive what he does. They're these short little videos that he films. Using that medium has helped countless people create brands for themselves. 13. Lead With Brand Which brings me to my 13th and last lesson learned from 99 interviews with incredible marketers, and that is that all of these strategies, and tactics, and approaches are powerful. But at the end of the day, the most important thing in marketing is brand. Brand is paramount. Without it, you can have some quick wins but you'll never have a true success that will last over the long term. I'm only going to cite one example here because it's the one that comes up the most. And if you listen to this podcast with any degree of regularity, you know that at the end I always, always ask my guests, "Company or individual, who do you think is doing inbound marketing really well right now?" There is one company/individual, the company and the marketer who's spearheading it for them, that by far comes up more than anybody else, and that is Drift and Dave Gerhardt, who I was very fortunate to have as a guest early on. I can't tell you the number of times people have mentioned Drift, and it's not just people from the marketing world. It's folks that have come onto this podcast from all different industries, and they all cite Dave Gerhart and his work building a brand at Drift as the one succeeding the most with inbound marketing. It's not for me to say what that brand is or to really try to encapsulate what Dave has done, but I think it's fair to say that they've built a brand that's incredibly authentic. There's no artifice. There's no fancy tricks about it. They, of everybody, really reflect everything I've said about the past, you know, this list of 12 to 13 trends I just spoke about today. When I look back through this list, they are doing a few things and doing them really well. They really listen to their customers. It's not about fancy tools or a big budget. The things that make them successful don't have anything to do with that. It's about connecting on emotional level. It's about creating content that sometimes doesn't have anything to do with your products or services. They do paid ads. And it's not enough to create and publish your content, you've got to promote it. They are so good at that. They've got a tremendous community, really high-quality content, a bunch of podcasts. They use video better than almost anybody else, especially on LinkedIn. Checkout Dave Gerhart's LinkedIn presence. And they just have a really strong brand. So my hat is off to Dave Gerhart and the team at Drift for ... If I had to give out an award for top inbound marketers, I think it would go to them. Thank YOU For Listening But really, everybody that I've interviewed over the course of the last two years has been so impressive. It is just my absolute privilege to get to do this every single week. I also wanted to say thank you to you for listening. Podcasting is a funny exercise. As I record this, it's Sunday morning, and I'm sitting in my home office, which is a tiny little room that actually had to be permitted as a closet because it's so small. There's chaos happening around me in my house. I'm by myself talking into a microphone. I'll go away, and I'll turn this into an episode. It'll go live tomorrow. You'll be hearing this Monday, if you get the episode right when it comes out or sometime after, and you're out there listening. But when I create these things, it's just me in a room. To know that there are people who choose to listen to this every week is just an unbelievable honor and a privilege to me. So, thank you from the bottom of my heart for listening to this content. I hope so much that you've learned something from it and that, even if it's in a small way, it's helped you get better results from your marketing and feel like a smarter marketer. If that has happened, then I feel like I've succeeded. With that, I will say I would love to hear from you. It's been a hundred episodes. If you are a regular listener, please take a moment and contact me. I always say at the end you can tweet me @workmommywork, which is my Twitter handle, but you can also message me on LinkedIn. You can email me at kbooth@impactbnd.com. You can send a carrier pigeon. However you want to do it, I would love it if you would get in touch and let me know what you like about the podcast and what's something that I can improve because I'd love to make the next hundred episodes even better. With that, I won't belabor it. Thank you again for listening, and I'll see you next week. Or not see you, I'll be talking to you next week for episode 101.  

Adam Sand, the odd combination of tech nerd and high-performance salesman, who believes that organizational discipline combined with the entrepreneurial spirit is the alchemy of great performance. Adam is the owner of Roofing Business Partner. Everything was born as the next logical step from the one before it. Adam had experience with not success and failure in business, so he helped his best friend an experienced roofer start a construction company, Sargents Roofing. Sargents Roofing became wildly successful once they learned to use Facebook ads successfully to turn lead generation on autopilot. The rest is history.   Connect with Adam: Facebook Page: https://www.facebook.com/RoofingPartner/ Instagram: https://www.instagram.com/roofingbusinesspartner/   PEAK PERFORMANCE NATION A community dedicated to raising your game to the next level by learning how to Execute at the highest level and eliminating the obstacles that keep you from being the leader you were born to be. Join group here:  https://www.facebook.com/groups/PeakPerformanceNation/   SPONSORS & FREE OFFERS Audible - Free Audio Book & 30 Day Trial  Blue Apron -  $30 Off Your First Order   Acuity Scheduling - Stop Wasting Time Setting Up Meetings Peak Accountability - http://www.thorconklin.com/accountability/ Thank you once again for listening Please follow us on: Facebook: Thor Conklin    Twitter: @ThorConklin Website: http://www.thorconklin.com   ThorConklin.com Thor Conklin Media Peak Performers Podcast Peak Performance Nation    #1 Podcast on how to get things done.  Learn from Peak Performers in all areas of life and Business.  Do you know what to do but can't figure out why you are not executing what you already know?   If so, this Podcast will give you the tools, strategies, and psychology to not only break through the choke point but to truly become a Peak Performer.   Thor will be sharing his tools and strategies as well as interviewing inspiring Peak Performers that are Entrepreneur's, Professional Athletes, Business leaders, Military, Technology guru's, Health and Fitness masters, Relationships Experts as well as Music & Entertainment superstars.   Mission and Purpose - To engage, educate, entertain and inspire listeners to excel in any area of life by mastering the science of execution and Peak Performance.  You will learn the necessary roadmap, strategies, tools, and psychology to win this game.

Grow your construction or roofing small business with marketing and operations systems for a targeted market, with Adam Sand. Adam is an entrepreneur and roofing business owner. He shares his entrepreneurial journey, from starting a tanning salon to venturing into the roofing business. Then we chat (18:13) about his proven approach to marketing and growing a roofing business - or similar construction or contracting business - and the systems required to execute and scale. Henry Lopez is a serial entrepreneur, small business coach, and the host of this episode of The How of Business show – dedicated to helping you start, run and grow your small business. (TheHowOfBusiness.com)

In episode 76, the Behind Your Back Podcast goes international! You'll be introduced to Canadian Adam Sand – owner of Sargeant's Roofing and Roofing Business Partner – who is here to discuss Facebook marketing in the construction industry. Sand and Hartmann debate the impact of Facebook's reputation on users in the United States, while discussing how to best use Facebook advertising to grow your business – in the US or abroad. As always, thanks for listening!

How does a "roofing company" growth hacker generate $240,000 from a $7,000 marketing investment? This week on The Inbound Success Podcast, roofing company marketing expert Adam Sand shares the marketing campaign formula he uses to regularly generate 3300% return on investment for his clients.   A roofing business owner himself, Adam has parlayed his success marketing his own business into a new career helping other roofing companies to use digital marketing and direct mail to grow their businesses.  Over time, Adam has refined an approach to combining Facebook ads, video marketing and direct mail into a proven formula for lead generation that works for any industry - not just roofing. This week's episode of The Inbound Success Podcast is brought to you by our sponsor, IMPACT Live,  the most immersive and high energy learning experience for marketers and business leaders. IMPACT Live takes place August 6-7, 2019 in Hartford Connecticut and is headlined by Marcus Sheridan along with special guests including world-renowned Facebook marketing expert Mari Smith and Drift CEO and Co-Founder David Cancel. Inbound Success Podcast listeners can save 10% off the price of tickets with the code "SUCCESS".  Click here to learn more or purchase tickets for IMPACT Live Some highlights from my conversation with Adam include: Adam joined his friend's roofing business and used Facebook ads to grow the company's revenue. He was so successful at it that he began to get other roofers asking him for help with their own Facebook ad campaigns. From there, his business advising roofing companies on growth was born.  While Adam's business is focused on helping roofers grow their companies, nothing that he does is specific to the roofing business (and therefore is entirely applicable to other types of companies looking to grow their revenue). Adam and his business partner have built a custom pixel that allows them to track website visitors and then enrich that data with the anonymous visitor's name, mailing address, and email address. They use this data to build a simple, three-step funnel that incorporates Facebook ads to drive top-of-the-funnel traffic, direct mail retargeting, and then a bottom-of-the-funnel offer. The campaign starts with a series of three educational videos that Adam boosts using Facebook ads. Anyone who watches one of the first three videos is considered to be a qualified lead and then retargeted with a fourth video that is more bottom-of-the-funnel and offers them a free upgrade (such as a vent) with the purchase of a new roof. Adam then uses his custom Dope 360 pixel to identify the visitors that have clicked through to get more information on the free upgrade offer and sends them a targeted direct mail postcard. By adding the postcard into the campaign, Adam and his partner are getting a 15% to 70% increase in their conversion rates. One way they measure ROI is by using call tracking software. The way Adam has set up the Dope 360 platform allows the user to log in every morning and see the visitors that have come to their site on the prior day, along with their enriched contact information, and then simply hit a button and have the postcard sent to them. Importantly, mailing and fulfillment is included in the platform and there are not minimum order quantities. This approach has enabled Adam to lower the cost per lead for roofers from $150 to $70. The ROI is also astronomical on these campaigns. Adam estimates that a typical campaign costs around $7000 and generates approximately $240,000 in revenue (this is a 3300% ROI). Resources from this episode: Save 10% off the price of tickets to IMPACT Live with promo code "SUCCESS" Visit the Roofing Business Partner website Learn more about the Dope 360 pixel Connect with Adam on LinkedIn Listen to the podcast to learn the exact process Adam uses to build campaigns that get extraordinary results by combining digital marketing with direct mail postcards. Transcript Kathleen Booth (Host): Welcome back to the Inbound Success Podcast. I'm Kathleen Booth and I'm your host, and today my guest is Adam Sand, who is best described as a roofing company growth hacker. Never heard that title before, can't wait to dig into it. Welcome, Adam. Adam Sand (Guest): Thank you so much. I appreciate the opportunity to come on the show, and kind of see what I can offer the audience. I've looked into a bit of your episodes, and it looks like you have quite the advanced group of people and I'd love to contribute what I can and see if there's anything that might be taken away from it. Adam and Kathleen recording this episode Kathleen: Yeah, you know, what's fun for me about doing this podcast is obviously I get to talk to a different person each week because I'm interviewing somebody, but what I think is so much fun is some of them are like marketing luminaries, at least to me, people that I've looked up to and then I have the opportunity to speak with. And some are people I've never heard of, who are doing just amazing work. And I meet them and I interview them and I think, oh my gosh, how is this person not a luminary or are they a luminary in the making? And some of the most interesting conversations have been with people who are not marketers by trade or by training. They come into it and they're very intuitive. They're voracious learners, and sometimes they're the best at marketing because they understand the customer the best. So I was really intrigued when I saw your profile because you have this background in roofing, like literally companies that put new roofs on your house, and you've had tremendous success with that and now you're helping other roofers. You've become something of a marketing expert outside of roofing all together, so I can't wait to hear more about it. But to start with, because you do have such an interesting background, I would love it if you could tell my listeners your story, and how you became to be the roofing company growth hacker. About Adam Sand Adam: Well, it's a very odd, and everything I've done, I call it the accidental career. Everything has come down from just a series of well-positioned accidents. I owned a business before that had nothing to do with construction. I recognized an opportunity in that business that was basically in the app world. This was way back when apps were brand new and they were kind of a hot thing, and nobody was quite sure what to make of them. And what I found was when I closed this tanning business ... I had a couple of tanning salons, I sold them off, and I was no longer involved in it, I went in and I was like, you know what I want to do? I don't want to deal with people anymore. I wanted to make an app. I wanted part of the app millionaire gold rush, right? And so I made an app for other tanning salon owners who had a challenge of taking phone calls and trying to run the business at the same time. You either had to pay for an extra person, or you had to literally duck out of a sale to go take an appointment. And I thought man, wouldn't it be nice if people could just book an appointment on their phone? Which today is such a duh thing, but back then I literally was trying to convince tanning salon owners that this would be a good idea. And so I really dove into a different kind of business, like something totally outside of what I was doing before, you know, retail, service-based stuff. And I really kind of saw the power of technology and I spoke with a lot of tanning salon owners on Facebook, and so I really started to see and believe in the power of social media by trying to promote this app. We ended up doing fairly well with it. I made the app, I sold it to a large franchise, and then they ended up and eventually turned it into an app that many people know and use today. Part of my code is still lingering around inside that app somewhere, and they've turned it into a thing that they could use to then book for all their people, and that kind of moved into everything and all tanning salons. So from there I made some money, and my best friend, who he was about to have his second baby, he was not enjoying the company he worked for. The roofing company that he was at sold, so his bosses sold the company, and they made a bunch of money off of it, which intrigued me. He went to go start his own roofing business after a while, because he didn't really like working for the new guy, because the new guy didn't know anything. So when him and I talked, I said, "You know, you're not really running a business." He was just subcontracting. A big company would sell the roof, and then he'd come do the work. I was like, "You don't really own a business. You're just an employee that pays taxes differently." And so that's when I said, "How much did those guys sell that company for?" And he told me and I was like, I can live with that kind of exit strategy. So I said, "Let's do this together." I jumped in, and we were doing a lot of the stuff that was conventional. Facebook was not ... like it had the ads on the sidebar, that was it. There were no Facebook ads as it exists today. But everyone was talking about Crackbook, they called it Crackbook, and I had seen the power of it in communicating and connecting with people on social media. We hired the Google Ad Agency and all that, and I was like our account manager comes in, "Hey, can you run Facebook ads for us? I really think this would be a really good place to promote?" And they were like, "No, stupid, you don't sell roofing on Facebook. Roofs are how much?" I was like, "I don't know, six, 10, 40000 dollars." He was like, "Yeah, you don't have a buy now button for a roof. You need to track conversions. You need a buy now button." And then they were like, "And what's your lead magnet going to be?" And I was like, "What's a lead magnet?" Like if you're a dentist you give away a free tooth whitening and then you'd convince them to be full time clients. Or it's like, you gave away a free guide on how to lose weight, and then you sell online personal training or a fitness book or something. He was like, "That's what you use Facebook for, dummy." And I was like, "Okay." So then I fired them, and went to try and hire another company. They said they would, and then when it came push to shove, they wouldn't do it. I spent eight months trying to hire a Facebook ad marketer. And nowadays you can't throw a shingle off a roof without hitting 13 people with a ClickFunnels degree that are promising riches from leads from marketing on Facebook. But back then it didn't exist. Eventually I decided I would learn myself. There was nobody who could tell me exactly what to do, but one instructor online who ran one of those online courses, he said, "Hey, you know, you're right, I can't tell you how to do it, but I can tell you how to test and how to run assumptions and how to operate Facebook." And just then, the news feed ads started to come out, and he said, "And this is a great time to get into it." And so I went about learning, and when you learn, you spend a bunch of money losing and failing, but then eventually we had some massive success. Now sharing that success in the group as I went, just kind of like ... they had a little private Facebook group for all the students, like all these online course people have, and as I was sharing ... and then all of a sudden we had our big hit, he was like, "Hey, you know, we should get you on the podcast." And he did, and this is where the accidental career thing comes in. Because the minute I did that, all these other people, the other marketing guys, were like, "Hey, I want to try and make lots of money selling roofers Facebook ad marketing." Or it was like, "Hey, I own a roofing company, can you help me?" I was kind of flattered at first, and trying to just answer people's questions for free, and eventually it got so ... it was like another podcast interviewed me and then another podcast interviewed me. And next thing you know, I so busy I was like, I should charge money for this. Not like neglecting my other business to answer these people that flatter me with this hey, can you help me thing. And that blew up, and the next thing you know, it was like okay, fine, I'll run Facebook ads for you, 1500 bucks a month. And then there were others ... it was like, oh I don't have time, $5000 month, he won't say yes to that. And he says yes. Okay, $7000 a month. Okay, yeah, and I'm like holy smokes. Kathleen: There's a business in that. Adam: Yeah, and then I started to feel bad because some people obviously couldn't afford that and I know how hard working roofers are, because this is a trade that is not easy. It's a tough, tough job, and there are a lot of smaller companies that deserve to have success as much as the big ones. And so I said, "Okay, well can't I just put all these lessons into something?" I mean, now we've hired teachers to actually create pedagogical learning so that we could actually ... Because, I mean, roofers are not easy to teach marketing to. So I hired people with education degrees to help me teach them, like, "Hey, you teach children? Perfect, that's exactly what I need to teach people my marketing." And so we brought him on to help me create these courses. He was sort of like, "Hey, you know, I know you can't afford to hire me, but here, pay this 500 bucks a month and you can learn to do it yourself." It's exactly what I do in my roofing company and for a lot of these clients it helped. And that's where this roofing company growth hacker kind of started. Then when it became ... all these roofing companies started having problems with having too much business, I found out that companies, even $10, $15 million dollar roofing companies, they've got technological problems. They're still stuck 10 years back behind the rest of us. I mean, they're using triplicate paper, they're using old systems, they're still using dot matrix printers. So when they all of a sudden had too much business and wanted to fire the marketing guy because they don't need any more leads, it was either get fired or fix their problems. So I was like, "What's the problem you're having?" Too much business, we're not calling people back, and leads are leaving bad Google reviews. And I was like, "Okay, well I can fix that. I can fix that." Next thing you know, I became a CRM consultant, is what you call yourself now. And so with all the different stupid things that I do, for lack of a better word, growth hacker was the term that kind of seemed like it made the most sense. Now it's like this cliché thing. But yeah, it's essentially helping roofing companies run their businesses a lot more like how we do run our businesses online, using things like Slack and Trello and project management, and thinking about things in terms of how do we scale and optimize and automate our businesses so that selling a roof is just like selling something through a funnel. That's all it is, it's just half the funnel exists out there in the real world on houses. Kathleen: Yeah, and I love ... it seems like the real common theme underneath a lot of this is that you love to sink your teeth into a business problem and figure out a way to use technology and automation to solve it, and that was kind of one of the reasons I was excited to talk to you because when you and I first connected I felt like there were so many different topics we could cover in this interview. We could talk about your approach to Facebook ads, we could ... there are plenty of things we could do. Adam's Approach to Combining Direct Mail With Digital Marketing Kathleen: But what I thought was really interesting was how you strung together different elements of a marketing approach involving things like Facebook ads, but then also offline things, like a postcard, and a company's CRM and their back end data, in order to put together a 360 degree marketing campaign that really touches ... has those touch points with the customer in so many different ways. And it was very effective. So I'm excited to talk about that and dig into it a little bit. Adam: Yeah, and I thought that would be really good because the audience that ... from what I've seen from your other guests, is that this is not Basics 123 here, have you heard about the Facebook pixel-type audience. I mean, this is an audience of people who are looking for an edge, who are looking to be more competitive with their agencies, or to try and find ways to actually perform better for their clients, and kind of have those disproportionate results that maybe Facebook is feeling for a lot of people, has lost is luster. Because it used to be, oh yeah, do an image ad and anybody who engages with that ad, re-target them. Or like anybody who visits your website, just re-target them with an opportunity to purchase it again for 10% off. And that used to work like cookies, it was so simple. And we look at it now, it's kind of losing a little bit of its effectiveness, you need a little bit more strategy. And I love what you said at the beginning about knowing your customer, and beginning with the end in mind, how really knowing that buyer's journey. That is something that's so heavy in what I do, because with ... I mean, the construction industry, the home services industry, margins are huge, right? It's a business that not a lot of people want to do. Everybody wants to be a Gary V nowadays, they don't want to be a Bryan Bauemler or a Bob Vila or a Mike Holmes. They want to be like Gary V or Tim Ferriss. So there's not a lot of people that want to do construction, so the work requires a good margin to make it worth it. And so the business, from a marketer's perspective, I mean, I'd rather be a marketer for the construction business than join the cult of chiropractic dentists, that whole side. Or, getting into the whole online marketing, selling, e-commerce construction is a very underserved, hugely profitable marketing industry, or I guess an industry for marketing to pursue. And so for us it was how do we continue to maintain an edge and kind of perform in ways that roofing companies or construction companies or home services companies understood? And one thing that they really understand, and they already see value in, is direct mail and lawn science, right? Like these kinds of real life touch things that there's a tangible to it. And if you explain to a roofing company that you're going to send somebody a postcard, they're in. If you explain to a roofing company that anybody who hits their website you're going to re-target them with a digital postcard inside of Facebook, they get confused. But when you show them that they're one and the same thing, essentially, where you can ad extra media, extra education, and you can reach people at scale for pennies, like you literally can't throw flyers out your window for as cheap as you can get video views on Facebook. Well, then they start to understand. And as Facebook is starting to remove targeting options, most specifically home ownership, and then they did take away income for awhile, and now we know we've brought it back, but home ownership still doesn't exist. Now, Facebook doesn't want you to not be successful with your Facebook ads. They just don't want to make it so that any one month graduate of an online marketing course by some 19 year old influencer is now suddenly able to target Hispanic homeowners for high interest mortgages. They don't want Facebook to be used in ways that land them in the Senate hearings. Kathleen: Right, which is ... they're fighting an uphill battle, but they're working on it. And I should note, before we get too deeply ... Even though what you do is specific to roofing, it is totally applicable to so many different industries. Like there's nothing so particular about this, other than probably you're targeting options in Facebook, that is specific to roofing. So if you're listening and you're not in the roofing industry, don't jump off, this is relevant to everybody. Adam: Oh, absolutely. If you want to target people who like ... I mean, at the end of the day, this is all about targeting ... just allowing yourself to have every option. It's just about making sure you have choices. Because Facebook wants to be successful, they just don't ... they almost just want to make it a little bit like you have to be kind of advanced, or you have to kind of invest in your business a little bit. The barrier to entry is just getting a little bit higher because you can't just ... They just don't want it so that these people can continuously ruin everything. It's like Seth Godin says, marketers ruin everything. Kathleen: Yeah. Adam: And so what we've found is that Facebook used to share and enable us to buy ... Or not buy, but they used to enable us to target data from Epsilon and Acxiom and all these other third party data providers, but then that allowed us to target things like Hispanic homeowners, stuff like that that was something that was a problem, especially in the finance industry. So then they had to remove that level of targeting. Does not mean that we cannot still access that information when somebody hits our website, it doesn't mean that that information isn't still existing in that transaction of someone coming to a website. And so what we tried doing is plugging into ... Me and an affiliate of mine, we decided we would try to plug in to that data still by creating our own pixel, so that we could continue to use our content marketing campaigns where we educate people on process, the people and the product of our home services companies ... because he owns another home services business and has a marketing agency as well. But to continue to market our people, our process and our products, and then re-target the people who engage with those videos with another video talking about a very specific product and then offering a free upgrade to that product. Very simple, three-stage funnel, nothing fancy. Works awesome, but we wanted to increase the effectiveness of that, and also improve the targeting of it. And so with this pixel, what we found is that we were able to then still get the information, and then we can append that internet user data against the same data brokers that Facebook used to allow us to target from, Axiom, Epsilon, etc, etc, and when we run that internet user data against that waterfall, we could then, 24 hours later, have name, email and home address. Kathleen: So let's back up for one second, because I want to make sure everyone understands exactly what we're talking about. So if you're a marketer, you're probably familiar with the concept of Facebook advertising and the notion that if you have an ad account with Facebook, you have a pixel, which is that little snippet of code that you put on your site that allows Facebook- ... Which is that little snippet of code that you put on your site that allows Facebook to feed ads to people that have been on your website. You said you built your own pixel. Is this something that is used in tandem with the Facebook pixel, or instead of it? Adam: No, we still use the Facebook pixel because there's still a thousand other things that we can't do with ours. All this did was allow us to submit that information to our data provider and say anybody who hits this website, we want to know who they are so that we can then re-target them with a direct mail campaign if we want, or online marketing if we want. Driving Qualified Website Traffic Kathleen: Great, and so is there a part of this campaign that starts off the website? Are you using Facebook ads to drive people to the website first? Adam: Absolutely. This is a campaign that I run for my clients all the time. I coin it a 30 day roof booster. Essentially it's where you run three videos that are purely educational, not salesy, they're just content. It's to talk about the people or something about the company that makes them good, the process, video, something about the roofing process that helps customers understand. Product video, something talking about the product. We do some other ones, thought reversal. Kathleen: The very top of the funnel. Adam: Yeah, very top of funnel stuff, just to basically build audience. Then we offer a free upgrade to some products. We talk about is when we record a fourth video. Three videos acquire audience. The second level, fourth video, and I script these videos for clients to kind of show them, this is how the videos work. I run it in all these markets. Just basically record yourself talking like this and be an expert in the industry and it will work. The fourth video is talking about a product. We could talk about, in roofing, you talk about roof vents. In decks, you talk about those little light caps. In home, like washing your house, you talk about washing windows and how it's a great time to do it. There's something for literally every home services business. If you're talking about snow shoveling, talk about clearing the deck. There's something for every home services business. You're doing a basement, add in a smart home device. It works everywhere. The fourth video is about a product, some kind of upgrade to the base level of service. Instead of talking about discounts, you're talking about upgrades and then giving away free upgrades, because you can usually price condition the value of an upgrade beyond the price of its actual product. A good example in the roofing industry is vents. Vents cost $250, but the value of having adequate ventilation on a house is thousands of dollars of either air conditioning bills saved over 25 years of the life of your roof, up to damages caused by humidity and condensation wrecking your house. The value of a vent, when you educate them first, is thousands. The price to give it to them for free is hundreds. If you just say right out of the gate, "Hey, I'll give you free vents if you buy a roof," they're going to go, "Well, how much is a vent? $200? That's not that good of a deal." But if you say, "Hey, these are vents. They're awesome. They save you thousands of dollars on your air conditioning bills over the life of your roof, plus they're going to prevent any kinds of damage from humidity and condensation. You know, these are really good things. You should know about those if you're ever planning on doing your house, wink wink." Then a week later when they see an ad for free vents if you get a roof done, they're going to go, "Holy smokes, are those vents? Those are awesome. We go to make sure we have those vents." This is how that answered that lead magnet question a few years later after getting made fun of by these guys. We're teaching first and selling second. You have to first educate people so they felt empowered to make a decision about something that otherwise, it's not sexy. They're not interested in roofing. They love having clean teeth. They love losing weight. They love a new car. Roofing is something you do when you have to. You never replace your roof 10 years early just because. Kathleen: The videos really drove people, and the upgrade offer was what drove people to the website. Adam: Right. So now, anybody who watches video four, so you're re-targeting the three videos audience. Anybody who watched those videos, engaged with one of those one to three videos, they've self-identified as homeowners. So now, because who watches a video about roofing if they're not interested in roofing in the near future? Not renters. Not people who are 10 years away from needing to replace a roof. If they're going to watch a four minute video about a roof when they could watch a Trump video or a cat video or whatever, they're self-identifying as people who might be interested in roofing and obviously homeowners, so then they're re-targeted with video four to make sure they have the knowledge to value the free upgrade offer that we're going to re-target them with. Then we re-target them with that offer. Now, anybody who lands on that page, we're then able to have their name and address and email address just from having landed on the page by running it against that waterfall, provided by data providers. Now, 24 hours later within this dashboard, we just send them a postcard with that offer, free vents. Now in addition to targeting them in real life, we're also doing it on ... Sorry, I guess I should say in addition to targeting them on Facebook, like is conventional, like we're all used to, we added that online thing, and now that, our statuses, I mean, we're matching people 30% to 60%, people who hit that site. We're getting 30% to 60% of them getting their name, address, phone number and email. Kathleen: Based on their IP address? Adam: There's a few different things. It's a bit of a proprietary thing, but there's a few different things that we use to do this. It's all legal and it's all Facebook terms of service legal and everything like that, but obviously you don't want to give away the secret sauce. There's going to be at least one really, really smart person out there listening to this podcast who I don't want them to figure it out just yet. I just got the numbers back this morning. We're getting, at the bottom, a 15% bump over running it without, up to 70% bump in conversions running this bump. Kathleen: Sorry, clarify that. You're getting the bump from running the campaign with the postcards? Adam: Yeah. Let's say we're running the ad in Halton, Burlington and Oakville in Ontario, right? Kathleen: Because you are from Canada, if somebody has not already picked that up by his Canadian accent, which I love. Adam: Say we're running ads there, or we've also ran this exact campaign in Minnesota. If we run this exact campaign to three cities, very similar income levels, very similar everything, similar home ages. All the demographics are the same. We run this 30 day roof booster as I've done it conventionally, and then we run that same 30 day roof booster in a neighborhood 30 kilometers away where it's very similar. 17 miles away, where everything about it is very similar, but you add in that re-targeting with the direct mail that's just automated. We have no minimum orders. That's the thing. Data providers are now allowing people to build stuff like this and buy this information and access this data without having to order a list of 10,000 people. You can then append this data in a small amount. Kathleen: You described it to me, just to be clear, you described it to me as literally everyone's traffic flow to their website is different. If I'm using this on my website, I might wake up tomorrow morning and have 10 people in my dashboard with their name, email and their address, and I could just push a button and have a postcard sent to them, or if I'm some other business who gets more traffic, I might wake up and have 150. It really doesn't matter. The point is whatever that number is from yesterday is the number that I get, no minimums, no maximums, and I can just automatically send them a postcard. Adam: Exactly. The next day you just say, "Here. These are the 17 people that we were able to match or the 1,700 people that we were able to match. We've uploaded your design, your front and back of your seven by eight postcard, or seven by ten or whatever your postcard size is. You just pick the names you want to do or select all. Boom. Send. It's going to be, hi, Adam Sand. Here's your free offer. Here's a thing. Call us now. You got your own call. We have our own call tracking numbers. Make it so that we can do attribution and all those things so we can actually test this, because this has all been one big, giant test for the last four months. With that, we've been getting on the low end 15%, on the high end, 70% bumps. Kathleen: 70? Seven zero? Adam: Seven zero. Now, those are extreme cases with really good offers. These are not save 10% kind of monkey, rinky dinky offers. These are real, tangible offers where everything went right. That's a video that I did where we really talk about the value of the roof upgrade, and I'm really good at these roof upgrade videos after doing so many of them, that when I produce the kind of content that I'm used to producing, we can really make it so people really value those vents. When people really value the vents because we did a kickass job at audience generation with the level one videos, and we did a kickass value build video where people really understand and appreciate the value, and then on top of that we then have a good ad running people to that page, yes, then you get the 70%. But when everything is kind of amateur and you're dealing with a client who's never recorded videos before, or they're very amateur at it, then you're getting the low end, the 15%, just by proxy. Just by the fact that you're hitting them again. And it's extremely, extremely cheap. Kathleen: Is that 15% more people that contract and purchase their roof, or is that 15% more people who say, "Come out, I want a quote from you?" Adam: 15% more people that say, "Come out, I want a quote from you." Kathleen: But with the cost of a single new roof sale, the ROI, I have to imagine, is astronomical on that. Adam: Basically, as long as you're not a complete moron in the construction industry and you have a half decent business, yeah. Your closing ratio should be 30% and you can pay $150, $200 a lead regularly every day. Actually, this is a real thing. Home Advisor charges $150 to send you a lead, and every time, you're one of three. Kathleen: Yeah. I was going to say I bought a new roof last year so I do know how much that costs and what that means to the company. It's a lot of money. Adam: Yeah. You're looking at 20%, 30% margins because there's a lot of stuff that goes wrong. On a per job basis, you need 25%, 20%, 30%. Some things even more, like air conditioning is big. Flat roofs are even more. There's a lot of things- Kathleen: Yeah. I have a flat roof up top on part of my house. This is giving me bad memories of the check I had to write from last year. Adam: But occasionally, those guys putting on a flat roof, some kid leaves a torch on the ground. Burns the whole building down, and now their insurance goes up $10,000 here. There's a reason for those margins. If you're running a good business and have half decent salespeople, I mean, on a pure margin basis, I mean, construction and home services businesses are regularly conditioned to paying $150 to $250 a lead. Not a sale, a lead, and those aren't even always exclusive. Agency partners like myself who have some experience with their business can deliver leads for $70, $17 or something like, you know, something in that range. Then all of a sudden things get a lot better, especially when it's coupled with inbound marketing strategies, such as using content to create value in the product, and not just being, "Hey, we do this and here's 10% off." That's weak, right? The Dope 360 Pixel Kathleen: Yeah. Let's back up and talk about kind of the mechanics of this. I think lots of my listeners are probably familiar with and have done Facebook advertising. They're familiar with using video to do it. They get the concept of creating top of the funnel videos, driving people back to your site, having an upgrade offer. Where it gets more complicated is this notion of the pixel that you're talking about. When you and I talked, I was saying to you, my big goal from the podcast is for people to feel like they can walk away and do some of the stuff themselves. When we were talking and you first told me this story, I was like, I don't know if this is good, because are people going to be able to do this? But you actually have commercialized this pixel. Talk a little bit more about that, and the fact that somebody doesn't have to know how to build this in order to do it. Adam: Yes, absolutely. Essentially this social enhancement program that me and Dope 360 is the pixel that we're calling it, have created this dashboard and commercialized this so you can put the Dope 360 pixel on there. The whole fleet of stuff that we're doing that we've done that just, we couldn't even get into this podcast about. There's some stuff in there that two years from now, it's probably going to get ruined, because the success rates will be ... We were talking about that in the original call. The disproportionate success with some of the stuff that we're doing with this is going to eventually get reeled back, but right now everything is Facebook terms of service legal. We've created this pixel and allowed people to append this data and put this on their site and get into this dashboard. Not only does it allow you to do all this offline print marketing, but you're also building up a much better list. I mean, you're getting people who have landed on your page. You're getting more information from them than you would get from your typical Facebook pixel, because again, the Facebook pixel, you're allowed to use ... in your cookie policy, you're allowed to say that we're getting data. We're getting re-targeting information. We're collecting user data from using this website. We're going to retain it for X period of time. We don't have GDPR in Canada or the US yet. We're allowed to take this information. Then the fact that users voluntarily share this information with us means that you can then create a custom audience of these people who visit your website. You've got their name, their email, their home address. You've got this information. This is essentially an offline event set. Kathleen: You built the pixel, but what you're essentially providing to the user, does that include then the dashboard that delivers the addresses? Adam: Mm-hmm (affirmative). Absolutely. Kathleen: You talked about how you have a fulfillment house that's willing to do small batch orders. Is that included, the mailing? Adam: Mm-hmm (affirmative). Absolutely. When you get into the dashboard, and obviously we're rolling this out. We've been rolling this out gently to some people that we know, or to big franchises who wanted to run tests. We're slowly rolling this out to some agency partners, but essentially right now today, if I was talking to the right kind of agency, it's like, yeah, yeah. Free access to the dashboard. Put these pixels on your clients' website, and then you just pay for the fulfillment. You get the data for pennies. We're talking five to 15 cents per hit. You're talking nothing as far as running it against that waterfall. Five to 15 pennies and you're getting an enormous amount of data on the customer. Then the fulfillment, again, you're talking pennies. Nothing is a dollar. We're talking pennies. Some of the printing, some of the printing- Kathleen: Right, but you're going to have that regardless if you're doing postcards. Adam: Exactly. The pixel is free right now. If the right person is around, the dashboard is free. The data costs pennies, and the printing and fulfillment, the mail and delivery targeting is pennies, because again, nobody is doing this yet. All these companies that offer ... This information is available to Ford. It's available to IBM. These people have, they have the ability to directly partner with Axiom and Epsilon and all these other huge data providers. Right now the little guy doesn't have access to it. This is our way of getting access to it ourselves. We've built it for ourselves. Then essentially we're rebuilding the investment and the time and the testing and the energy by eventually rolling this out to US agency partners or to US clients. It's been a very, very cool journey, but I have to say that now that the consumer market is kind of used to being re-targeted online, they're getting, I guess, maybe slightly desensitized to it, but the psychology still works. It's just I guess the competition for re-targeting is just gone up, so the cost of getting ad performance has gone up, but because of the success of digital marketing, the cost of print and direct mail and all that kind of stuff has gone way, way, way down. The competition is way, way, way down. The number of junk mail you get is way, way, way down. When you can combine the timing, the personalization, the relevance of online digital marketing such as Facebook by re-targeting them with an offer based on some content that they've seen, which you can't do with direct mail right now. You just kind of say, "Yeah, give everybody in this postal code this offer and see if it works." Now you can say, "Send the person who watched this video and this video and went to this page, send them this postcard for this offer." When you can do that and then give that tangible thing in their hands, at least in home services, we're seeing a conversion rate that's almost like cheating. Kathleen: Yeah. That's great. It's funny too, timing-wise, because I just interviewed Oli Bilson, who's an amazing marketer. And he talked about combining digital with postcards and direct mail for a- Adam: Really? I never... I started listening to that one, but I didn't get a chance to get it fully done. Kathleen: Yeah, it wasn't exactly the same way you've done it, but he just talked about how direct mail is a part of his process for driving people to events, and how effective it was. I think it's one of those things that digital marketers can... It's very easy to brush off direct mail and think it shouldn't be a part of your process, but there still is definitely a role for it. Reducing The Cost Per Lead Kathleen: What I'm interested in hearing a little bit more from you about is the actual math and the ROI. So you talked about how roofers are used to paying $150 a lead. When you use this kind of an approach, how far down can you get the cost per lead for them? Adam: Again, so a lot of this has been preliminary testing, so there's still... We're still talking hundreds of thousands of impressions. We're seeing success in the range of, I want to be over zealous, I would say $70 a lead is easy. Kathleen: So like about half? Adam: Yeah, easily half. $70 a lead is easy. I mean, have we had small campaigns where I did the content for my company and yeah we got much lower? Yeah, sure, but I want to talk about what I was able to... What we were able to get for people within a variety of industries who didn't have the experience in digital marketing and knowing how to create a video that was really effective on Facebook, or more so hey this is the kind of video we need to do, and they could create the kind of content we're kid of looking for. We go, "eh it's okay." Those guys, we're able to get cut in half. We were able to cut the lead cost in half and more importantly, we're exclusive and they're nurtured clients. It's not like a lead from Home Advisor where you're one of three contractors that's being contacted where Home Advisor is the protective person, and they're giving you to three contractors of which are the best of the crappy bunch. Where it's not like oh, you're on Yelp or Angie's List or something like that, or just another Google ad click. It's not a conversion based on a Google ad click, remarketing thing on Adsense where they saw a picture for 10% off. I mean, this is a person who has watched at least two videos of you or someone with your company talking about your service and your product, and building value in some kind of upgrade that now they're getting for free. And the cost to providing that upgrade we target to be around 5% of the total price of the service, which is dramatically less than the usual offers which are 10, 15, 25% off early season special type stuff, right? Measuring ROI Kathleen: And the cool thing about what you did was that the postcard goes out in such a timely fashion, especially if it's in the local area that you're hitting them at that point of highest interest. So, from a ROI standpoint, earlier you talked about how adding the postcard into the mix, you already had a good formula with your videos, and then you add the postcard into the mix and that an improve results by anywhere from 17 to 70%. But when you look big picture at the ROI, taking the investment that a company has to make into a campaign such as this versus the return that they can potentially see, any ballpark data there? Adam: Yeah. Essentially, one campaign, $7,000 including marketing agency fees. I guess you should look at is as $2,500 ad spend, $2,000 in data and print and mailing. The whole thing where as far as like the hard cost, not including management, $5,000, $4,500. That there you're looking at 113 opportunities. I mean, the client reported that they're getting around 30% as far as closing rates show. Average ticket price, $8,000. Average margin, 20%. Oh, a puppy. Kathleen: Oh, there goes my dogs. Adam: No problem. So then you're looking around, let's say, 30 sold opportunities at a $2,000 profit margin. So when you're looking at $60,000 in profit... What is that? 130 times 80, or 30 times 8,000. What's that? Kathleen: I'm glad you're doing math so I don't have to. That's why I'm a marketer. Adam: $240,000 as revenue and then $60,000 in profit off of roughly a $5,000 or $4,500 hard cost in. And then your management fees if you're not doing it yourself, right?  Kathleen: Well, by any standard, that's a pretty incredible ROI. Adam: That's why I tell more people that they should stop trying to get... They should stop joining the bandwagon of people going after dentists and yoga studios, and maybe try looking at helping the construction industry, because they're good hard working people and they need our help. Kathleen: Yeah, I've always said, especially with the economy they way it's been the past several years, it's almost worth if I could go back and do college over. Instead of doing college I might become a plumber or an electrician, because if you're in that trade and you know what you're doing, and you show up on time, I think there's a gold mine to be made. Adam: Cream rises... We always say the cream rises to the top. We don't have to be perfect. We just have to be less crappy.  Kathleen: That's exactly right. Or what is that? It's like the equivalent of if you're being chased by a lion, just run faster than the next guy. Adam: Right. I mean, it is not... The competition is there, but it is not... I mean, we're not talking about the competition amongst dentists or realtors or personal trainers. The competition in the construction industry is lower just because less people want to do it. Less people want to be a roofer, or a siding washer, or a gutter cleaner, or an ice dam remover, or all these different kinds of businesses. Not a lot of people want to pour concrete or do landscaping. It's hard work, but because it's hard work you don't want to do it yourself. So you have to pay someone else to do it. And if you want to pay someone else to do it then you got to make sure you're paying the right price or else they're going to screw up your house and now you're going to have to redo it. It's a business where there is... It is a good business to be in. And the problem with this industry has been frequently client acquisition. How to stand out. How to present a unique selling point, your unique market position. How do you get customers to value your time? How do you get customers to appreciate the fact that you promised good quality? Well, you can't do any of that with a yellow pages ad, or a Google ad, or... I mean, you can try and run a flyer and jam a bunch of information from people, but they're just going to go, "Ah, too long. Didn't read," and they're going to move on to the next thing. By using the content strategies that I've learned over the last five years in teaching, in my case, roofers, and in my partner's case, a variety of home services industries, how to actually drive traffic using these specific video scripts that are two to four minutes long that all of a sudden make people pop down a funnel and then come out the bottom and educate a consumer that values your time; Then all of a sudden your prices are going up 30% in your market because people are willing to pay an extra 10, 15, 20% for a contractor knowing that they're not going to burn your house down, destroy your lawn, wreck your house, or cause you to have to call them back time and time again for you to not answer. These are huge, huge pain points and concerns for home owners, so home owners are willing to pay the price, especially if they're planning on living in their home. So if you can help customers understand what to value, and then empower them to make it an educated decision through a little bit of free content that you record once and put out at scale at digital, and then use the power of Facebook, and then use the power of the Dope 360 Pixels who really hammer them with your value proposition and your upgrade offers... This is not tough stuff. This is just simple marketing. Kathleen: Cool. Well, I love the whole system. It sounds super interesting, and there's a clear ROI case there for adding some old school direct mail back into your inbound campaigns. Kathleen's Two Questions Kathleen: Before we wrap up I want to ask you the two questions that I ask all my guests. I'm curious to hear what you have to say. One of them is: When it comes to inbound marketing, company or individual, who do you think is really killing it right now? Adam: Well, I hate her politically, and I'm sure I'll split the tide on this one, but AOC. I can't stand her policies, but that girl is killing it. I mean, she's got Netflix going on. I'm like, when you asked the question I really thought long and hard about it. I was like who am I going to say? Am I going to say Nike? Am I going to say Ford? Or am I going to talk about somebody everybody else has talked about? And I thought who is really killing it right now? And I said someone who I don't like that's constantly in my ear and constantly gets my attention, and constantly keeps challenging me to think about cauliflowers being a racist vegetable. That is someone who's killing it with inbound marketing, because she is using content marketing. She is using digital. She's using Twitter. She's even got her own Netflix special. Kathleen: She has a strong Twitter game, I'll give her that for sure. Adam: She's the one that's battling the other guy that's got the best Twitter game, President Trump who she goes up against every other day. I mean, I know I'm from Canada so I got no horse in the race either way, but I got to say if you want to see someone who is doing a good job at communicating online and using it to attract people to her thing she will very likely be, as much as I'm not a very big fan of her, she will very likely be a person who could challenge a presidency at some point. And she'll say, "I'm not showing up to a debate. Debate me online. I'm not showing up to a debate, living within the structure that was pre agreed upon by a bunch of stodgy old white pale stale men and we'll just go... No, I'm just going to run on my campaign and I'll get voted in and I'll win." Kathleen: I love that example. You're the first guest I've had to name a politician in that answer, and I love it. I am not afraid for people to stir the pot a little, so bring it. All right, that's a great one. Another question is, and this is particularly interesting with you because again you're not necessarily a marketer by trade, you're more of an entrepreneur, but you've become quite a savvy self taught marketer, so with the world of digital marketing changing so quickly... You know, everyone always describes it like drinking from a fire hose. How do you stay up to date and educate yourself about all this stuff? Adam: Obviously I have a podcast on... I listen to podcasts because I'm always trying to stay educated on that. I would say that I frequently listen to a lot of podcasts, right? I love the... What is it? The Marketing School podcast. I always have all the staples like everybody else, like the Gary Vee Show and stuff like that. But then some industry specific ones, things that are more going to for the things like me, like The Roofer Show and Roofers Coffee Shop. And then I find some gems. You know what I mean? Something like your podcast. I listened to a couple of episodes in the last few days and it's been interesting. I mean, for me, I try and just really wander the field a lot with podcasts because it's an environment where people are forced into knowing their stuff, right? Because you're now trying to communicate... You're trying to communicate a subject where you don't have the power of video, you don't have any infographics, you don't have an animation, you don't have a PDF, you don't have anything to work with. And then people are on the other end with just their ears, and you have to try and convey ideas about something that for a large part is pretty dry, right? I mean, compared to some other stuff. It's not Sportsnet, it's not... But you can... The things that I've learned... I mean, what we're doing with this direct mail stuff... I mean, we didn't invent this stuff. We took it from real estate and from big box retail. And we just found a way to make it work for home services and use the technology. A lot stuff that I use for my marketing has come from personal trainers and people like Gary Vaynerchuk. I learn stuff from Amy Porterfield, which is what webinars, and I learned... I take little tips from every different type of marketing and try and expose myself to new ideas because sometimes you run into a good idea that's like huh, I wonder if that'll work in the home sales niche, or the home services niche. The amount of stuff I've ripped off from realtors because their industry has got to constantly be super super competitive, super cutting edge. I steal stuff from realtors al the time because there are a few things that work for me. They're high competition. They deal with home owners. And their super high margin, high price type stuff that are focused around a knowledge difference, or a knowledge incompetence. That's me. That's podcasts. And that's a lot of showing up in a lot of different places. Kathleen: I like that tip of sort of observing adjacent industries that maybe cater to the same audience and taking a page out of their playbooks. Some of the best marketers I know are just really keen observers, so that's great. Adam: An unexamined life isn't worth leading, right? How to Connect With Adam Kathleen: Exactly. So if someone's listening to this and wants to learn more about you or do the work you do or is intrigued by the Pixel and wants to learn more about that, what's the best way for them to get more information online? Adam: They can find me as Adam Sand pretty much anywhere, but when you Google that that comes up with a lot of Adam Sandler stuff, which is great for all the stuff I did in my younger years growing up, washing that down the drain. But then you can also do Roofing Business Partner, so you can hit me up on roofingbusinesspartner.com and generally I have a lot of different little PDFs and blueprints that people can download to implement a lot of the stuff that I talk about here. And then if they want to talk to me more there, they're going to know how to reach me. Kathleen: Great. Well, thanks so much, Adam. Adam: It's not hard to find on the internet. I mean, this has been a really fun experience and you're a hell of an interviewer so thank you so much for... Kathleen: Aw, you're very sweet. Thank you so much. I will take all the compliments and I love hearing them, as I said, in your Canadian accent. I'm a fan. Adam: Thank you. You Know What To Do Next... Kathleen: It's awesome. Well, I appreciate you sharing all of this with us and I'll put the links in the show notes for how you can reach Adam, so check that out. And if you are listening and you learn something new and liked what you heard, of course I would always appreciate a new five star review on iTunes for the podcast, or rather Apple Podcasts. And if you know somebody else who's doing kick ass marketing work tweet me at workmommywork because I would love to interview them. Thanks, Adam. Adam: Hey, thank you.

In this episode, Spencer hosts Adam Sand of RoofingBusinessPartner.com, one of the first construction companies to solve the Facebook Ad puzzlement. Adam shares some killer tips that you need to know to grow your construction business using paid advertising on Facebook. [Related: Done For You Social Media]: https://courses.builderfunnel.com/p/social-media

Tersh & Adam talk, in detail, how he began to learn Facebook marketing, and how to use it today to benefit your small service business. Adam gives ideas that most Facebook marketing companies do not want you to know! This episode reveals the video series you should be using to help you gain more of a loyal following on facebook!   Follow Tersh @tershblissett on all social media Email Tersh@icebound.us or Tersh@bluecollarroots.com Reach out to Adam at www.roofingbusinesspartner.com     

Tersh & Adam talk, in detail, how he began to learn Facebook marketing, and how to use it today to benefit your small service business. Adam gives ideas that most Facebook marketing companies do not want you to know! This episode reveals the video series you should be using to help you gain more of a loyal following on facebook!   Follow Tersh @tershblissett on all social media Email Tersh@icebound.us or Tersh@bluecollarroots.com Reach out to Adam at www.roofingbusinesspartner.com     

Tersh & Adam talk, in detail, how he began to learn Facebook marketing, and how to use it today to benefit your small service business. Adam gives tips that most Facebook marketing companies do not want you to know!    Follow Tersh @tershblissett on all social media Email Tersh@icebound.us or Tersh@bluecollarroots.com Reach out to Adam at roofingbusinesspartner.com  

Tersh & Adam talk, in detail, how he began to learn Facebook marketing, and how to use it today to benefit your small service business. Adam gives tips that most Facebook marketing companies do not want you to know!    Follow Tersh @tershblissett on all social media Email Tersh@icebound.us or Tersh@bluecollarroots.com Reach out to Adam at roofingbusinesspartner.com  

Adam Sand is the host of Roofing Business Partner podcast and the owner of Roofing Business Partner. 2 years into starting his own business, Adam took it upon himself to learn the techniques behind successful Facebook campaigns and applied them to his business. In the first year after doing so, their business was up 49% and then 149% in the second year. Since then, Adam has been helping a ton of guys in the industry take their businesses to the next level by mastering Facebook ads. In this episode, we talk about… The most common mistakes with Facebook Ads Targeting and testing Facebook Ads Common traits among successful Ads Producing educational content to get quality leads 4 types of Facebook video ads that you should be running Links to resources: Roofing Business Partner - https://roofingbusinesspartner.com/papercrm Roofing Business Partner Podcasthttps://itunes.apple.com/us/podcast/roofing-business-partner-podcast/id1338667785?mt=2 Sargeant’s Roofinghttps://sargeantsroofing.com/ One Nailhttps://thecontractorfight.com/one-nail The Contractor Fight Nighthttps://thecontractorfight.com/fightnight/ The Contractor Fight TVhttps://www.youtube.com/channel/UCEWHDzg1Tnogow9uAL3YESw The Contractor Sales Academy Podcasthttps://itunes.apple.com/us/podcast/contractor-sales-academy/id1440650529?mt=2 The Bridgehttps://contractorsalesacademy.com/the-bridge/ The Contractor Fight Facebook Grouphttps://www.facebook.com/groups/thecontractorfight/ Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game changer for your business.   Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99

We know we need all elements of a good website to convert leads into sales, but how can installing a CRM system help? Can it really be a key part in turning website visitors into satisfied customers? Adam Sand is a marketing expert who is here to help. He's been on the podcast before, in Episodes 27 and 44, but he's here today to help us focus on the basics of CRM systems. What you'll hear in this episode: Adam's background: the techy nerd who started a roofing company with his best friend How Adam solves the problem of lead generation How he helps roofing contractors choose the right CRM for their business Adam's podcast: it's filled with great information! What Google shows about visits to roofing websites How a video can set your website apart for your ideal customer How a free ebook download helps convert sales How a CRM system can help manage relationships with customers and maximize growth potential How a CRM can help capture customers How smaller companies should start out with a CRM What can go wrong when you have the wrong CRM system: It can lock you into a customer journey that's wrong for your business It won't allow you to evolve, integrate, and automate A few of Adam's favorite CRM's to recommend---and why: Acculinks, JobNimbus, Contractor's Cloud, and Job Progress Other useful tools for roofing contractors The ultimate determinant in a CRM's success is how it works for YOU How Adam's business helps in choosing and setting up a CRM system Why it's important to map out clear roles within your company and CRM system “The best CRM is the one you use and improve.”   Resources: Find out more about Adam Find Adam on Facebook and Instagram Sargeant S Roofing Need Help Answering the Phone? Use Ruby Receptionists!  Click here and use the code Roofer50 for a special discount! Or Call Ruby at (844) 326-7829

Adam Sand is an online marketer unlike many who operate in the trade space because he actually owns and assists in running a successful roofing company – Sargeants Roofing out of Edmonton, Alberta, Canada. After Adam applied and perfected the 15 plus years of experience he gained marketing in a variety of industries which included building and selling an app for the Sunbed and tanning salon sector, to his company Sargeants Roofing, Adam has since begun helping other Roofing contractors automate their business and marketing processes. His main focus is now his current venture Roofing Business Partner where he is helping other roofing contractors. It's fair to say the marketing landscape has changed for every business owner across every industry. As Adam explains, just a few short years ago most businesses had only a couple of easy marketing decisions to make each year – the main one being what size is my ad in the yellow pages going to be along with a couple of options like a local newspaper for example. Then came the internet and virtually unlimited opportunity. During this chat, we covered: the future of trade businesses what has changed is the website space and how to climb to the top of Google so your customers can find you Facebook ads and how he has used them to grow his own business how tradesman and contractors should use Instagram, and simplifying and automating trade businesses    To find out more about Adam and his current work, head to https://roofingbusinesspartner.com. You can also find Adam on Instagram. If you enjoy Trench Talk, please remember to hit the subscribe button inside your chosen podcast player, more episodes can be found at xrm.com.au/podcast Enjoy Trench Talk Episode #047, with Adam Sand…   ---- Show notes and links for this episode can be found at xrm.com.au/podcast. Feel free to email me with any suggestions or feedback to podcast@xrm.com.au. You can find Matt Reynolds on Facebook, Instagram, Twitter and on LinkedIn.

Full of gold nuggets! If you are serious about getting off the tools you can't miss this episode. Adam Sand from Roofing Business Partner has gone from building his own multi-million dollar roofing company to assisting other tradies build theirs. With insights on everything from marketing and sales to finding and retaining the right employees Adam has cracked the code! Want to know how he did it? You'll have to listen in of course. Findout more about Adam at www.roofingbusinesspartner.com

Nintendo had a huge impact on my life, but then again there was a period of time where it had absolutely zero impact on my life. I am joined by resident Nintendo expert Adam Sand! In this week's episode, we reminisce about the beauty of the Nintendo brand and fill in the gap of my life when Nintendo was completely absent. This topic will definitely be featured in future episodes as we just barely scratched the surface of Nintendo's massive impact on pop culture. Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn how this roofing contractor only needs to work 6 months of the year since he set up a lead machine using the Facebook Pixel. Adam shows us his step-by-step blueprint that you can use in your contracting business to get more targeted leads. What you'll hear in this episode: Adam's appearance at the IMG Expo in New Orleans about Facebook ads: “The Power of the Facebook Pixel” What is the Facebook Pixel? Using the Facebook pixel to gather information and understand trends How your character profile and traits represent your shopping habits Finding a focused, targeted audience Focus on providing value on Facebook (Download Adam's blueprint for free!) How to build a custom audience with Facebook Pixel Adam's services for contractors: The Blueprint, 18-day apprenticeship course, and his 1-year program Examples of those who have taken Adam's courses and found amazing success “The power of the Facebook pixel is only getting deeper.” Resources: www.roofingbusinesspartner.com (Look for Adam's FREE Blueprint and other resources!). Find Adam Sand on Facebook

In this week's episode, Canadian roofing contractor Adam Sand shows us the step by step process he uses to hit it out of the park with Facebook ads. Adam first learned the power of Facebook at his first business that almost landed him in the slammer. What you'll hear in this episode: Adam's business growth of 125% this year over last year—most of it from Facebook ads! How Adam got into the roofing business to help a good friend with his failing business The biggest problems specific to running a roofing business in Canada: 4-5 months of winter Planning for optimal profitability based on daylight hours Severe lack of clear safety standards Lack of respect for the roofing trade Customer reviews for Adam's company: “how clean the job sites are” How to get customers to write reviews: Treat them as friends and family Have good people and processes Have work crews that work well together, have fun, and get along Put on “a good roof” Ask pleased customers to write reviews Send emails over the winter to ask about customer experience Respond to every review, whether positive or negative Adam's clear website with a message and a call to action The average time spent on a roofing website? 30 seconds! How to increase your value to potential customers The power of Facebook ads and why they work so well: They target specific people You can engage with your audience They are less expensive than other advertising formats Facebook is always improving the user experience Adam's process in using Facebook ads The steps to Adam's Facebook ad blueprint: a game plan, correct pixels, targeted audience, a high-converting ad from Google reviews, your campaign for success, ad level, and trimming the ad for optimization “Revenue is for vanity, profit is for sanity, and cash flow is for reality.” Resources: www.sargeantsroofing.com Email Adam: adamsandltd@gmail.com

Have you ever thought about the type of information your potential customers might need before they: Decide to start shopping for what it is you offer; Decide they’re ready to buy what you offer; And/or actually decide to buy from you?   Adam Sand, co-owner of a roofing company in Edmonton, Alberta, Canada and my guest today on The Art of Paid Traffic, has seen massive growth in his business recently.  Growth that really started when he started using Facebook ads with a value-first marketing approach. Meaning, he leads with (free) valuable and helpful information for potential customers. Think about it… Roofing is a several thousand dollar expense.  If you own a roofing company, or sell any high-ticket product or service, you’re not going to sell directly from your ads You have to build trust and be seen as an authority first before people will want to work with you. Using this education-based marketing approach with Facebook ads, Adam has grown his business by 40% in three months.  40% in three months selling several thousand dollar roofs!   And, he’s attracting more business now than he can handle. Not a bad problem to have, if you ask me  This is why I wanted to have him on the podcast -- to learn more about Adam’s super smart approach to using Facebook Ads to grow his business. I have no doubt that this episode will inspire both local and online business-owners to consider this smart approach to using Facebook Ads to skyrocket your sales through value first. On today’s episode you’ll learn: How to establish yourself or your company as an authority using a strategic combination of education-based content and paid traffic Why Adam, after several years of running Google AdWords, is now moving his full online marketing budget over to Facebook ads How a value-based approach can sell for you without even selling The step-by-step sales funnel strategy Adam uses to target his company’s ideal local customer Adam’s secret to seamlessly overcoming customer objections What you can do to optimize the success of your Facebook Ads campaigns by driving traffic to incredibly valuable, free content Which campaign strategies work best for local businesses that sell high-ticket items And a whole lot more… This is the final show in our 3-part mini-series on Facebook Ads for local businesses. If you’d like additional training, be sure and sign up for one of my free live online trainings THIS WEEK... Live Online Training Week Of July 25th Sign up for a day/time that works best for you here: How to Grow A Local Business (every week) with Facebook Ads