Shownotes
25 - Unlocking the Secrets of Organic Lead Generation with Jenna Larson
Join us in this episode of the High Level Experience Podcast as Jenna Larson, a pioneering social media marketing and business coach, reveals her journey from the corporate world to co-founding GroupTrack CRM. Explore how GroupTrack CRM empowers entrepreneurs with streamlined social media engagement, lead tracking, and seamless integration with HighLevel. Jenna discusses strategies for effective DM outreach, the importance of owning a Facebook group, and adapting to new Meta rules. This episode also covers GroupTrack's features, free trials, resale options, co-branded solutions, and white-label opportunities, providing valuable resources for growing your agency or SaaS business. Don't miss out on these expert insights to scale your relationships and business in the digital age!
Key Takeaways:
- From Corporate to Entrepreneurship: Jenna explains the pivotal moment that led her to leave her comfortable corporate job and start her own business. She describes how divine inspiration and her love for helping others pushed her into entrepreneurship.
- The Birth of GroupTrack CRM: Learn how GroupTrack CRM was created to solve a significant problem – tracking leads from social media effectively. Jenna recounts the story of building the platform from scratch with her co-founder.
- Navigating Social Media Rules: Jenna discusses how to avoid pitfalls like “Facebook jail” and why GroupTrack’s approach to avoiding spammy tactics aligns with Meta’s rules.
- Effective Social Media Outreach: Jenna emphasizes the importance of building real relationships on social media, leveraging Facebook groups, and personalizing outreach without relying on cold DMs.
- GroupTrack and HighLevel Integration: Jenna highlights how GroupTrack’s integration with HighLevel creates a powerful system for agencies to manage their leads and track client interactions seamlessly.
- Boosting Engagement with Simple Strategies: Discover Jenna’s simple yet highly effective strategy for growing engagement and converting leads in her small but mighty Facebook group, generating over a million in revenue annually – all without paid ads!
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Interested in trying GroupTrack CRM? Visit highlevelexperience.com/grouptrack to start your free trial and learn more about this powerful tool that can transform your social media outreach.
About Jenna Larson
Jenna Larson is the Co-Founder of GroupTrack, a pioneering SOCIAL CRM that helps businesses connect with clients through social media. With a background in corporate leadership, Jenna made the leap into entrepreneurship to make a greater impact and spend more time with her family. She is also the Founder of Drive Performance Coaching, where she empowers entrepreneurs with strategies for sales and customer retention. Jenna’s expertise in social media marketing and her client-centric coaching approach have made her a sought-after leader in the industry.
Highlights 🔥
Key points we talked about in this pilot episode!
- 00:45 Jenna Larson's Corporate Journey
- 02:37 The Birth of GroupTrack CRM
- 04:42 Navigating Social Media Rules
- 06:27 Effective Social Media Strategies
- 11:56 Managing Facebook Friends and Leads
- 19:50 Optimizing Facebook Groups for Business
- 32:14 Integrating GroupTrack with HighLevel
- 34:37 Introduction to Webhooks and Workflow Automation
- 34:57 High Level Integration: A Game Changer
- 36:17 Boosting Engagement with Email and Social Media
- 37:19 Ninja Hack: Using Permalinks to Boost Posts
- 43:02 Balancing Automation with Personalization
- 46:55 AI and the Future of Group Track
- 51:40 Rapid Fire Questions and Business Strategies
- 57:30 Conclusion and Special Offers
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More info about this episode:
- Type: Audio (Explicit )
- Link: https://podcast.highlevelexperience.com/episode/unlocking-the-secrets-of-organic-lead-generation-with-jenna-larson
- Authors: Vit Muller
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Transcripts
Welcome, everybody.
Host:Welcome to another episode on the High Level Experience podcast.
Host:Our guest today is a true innovator in the world of social media, marketing and business coaching.
Host:With a journey that took her from a high level corporate position to co founding a groundbreaking social CRM, she has made it her mission to empower entrepreneurs with the tools and strategies they need to thrive in the digital landscape.
Host:Not only has she disrupted the industry with her innovative approach, but she's also a TEDx speaker and former collegiate rowing coach.
Host:Breaking records and inspiring others along the way.
Host:Please welcome to the show Jenna Larson.
Jenna Larson:Thank you so much for having me.
Host:Great to have you.
Host:Jenna.
Host:Jenna, your journey, you know, from high level corporate career to all those, you know, everything all the way down to now, you know, this revolutionary CRM is really inspiring.
Jenna Larson:Thank you.
Host:I'm curious, you know, like, what, what was, like, the pivotal moment that made you decide to leave the corporate world and dive into entrepreneurship?
Jenna Larson:Yeah, it's so interesting.
Jenna Larson:I actually loved my job.
Jenna Larson:So I worked for one of the largest universities in North America, and I did tons of information when it comes to, like, getting new clients and retaining people and making sure that they continue to buy over and over and over again.
Jenna Larson:And what was so incredible about that position is I loved it.
Jenna Larson: one with my job by about like: Jenna Larson:So it was one of those things where I was like, this is the life.
Jenna Larson:I'm never leaving.
Jenna Larson:Fortunately or unfortunately.
Jenna Larson:I don't know.
Jenna Larson:You know, at the time, I was at chirp one day and kind of got a knock on the head that was like, hey, you're quitting your job and you're starting a business.
Jenna Larson:And I was like, no, no, I'm good.
Jenna Larson:Like, you got the wrong girl.
Jenna Larson:But he was persistent with me, and he was like, nope, you're going to take everything that you've done in the corporate world and you're going to open up a business and you're going to start teaching online entrepreneurs.
Jenna Larson:And so who was that?
Host:Sorry, I missed that.
Host:Who was forcing?
Jenna Larson:It was God.
Jenna Larson:Yeah, no, like, literally.
Jenna Larson:That's so funny.
Jenna Larson:Yeah, no, he was the one knocking on my head, like, yeah, you're going to do something else.
Jenna Larson:And so I literally took everything from my corporate experience, and I started teaching, you know, online business owners how to get more clients, but more importantly, how to retain them, because we know that once you get a client, that's a little bit hard, but once you have them, it's so much easier to keep them hundred percent and so I originally started with a different company that was called drive performance coaching, and I basically, you know, kind of went back to all of my collegiate coaching.
Jenna Larson:We also coached former Olympians and all of my corporate experience.
Jenna Larson:And I literally took that and started teaching those clients.
Jenna Larson:What was really incredible is that the things I was teaching them in terms of acquiring and keeping their clients was working so well.
Jenna Larson:But what happened was we actually created a problem because our clients were getting so many lead, so many conversations, so many clients, but they literally had no way to track it.
Jenna Larson:And at the time, right, all of our clients are getting their.
Jenna Larson:Their lead flow from social media.
Jenna Larson:And so what they were having to do is go take the leads, copy and paste into a spreadsheet, or copy and paste into a different system, and they were just, like, losing it.
Jenna Larson:They were like, thanks, Jenna.
Jenna Larson:This is all really great, but now we're, like, completely overwhelmed and we can't sustain it.
Jenna Larson:And so I was like, okay, this is a good problem, you know?
Jenna Larson:And so one day, I was driving to a holiday party, and I was like, oh, my gosh.
Jenna Larson:Wait a minute.
Jenna Larson:We just need to create a CRM where the people are hanging out, which is on social media.
Jenna Larson:And so I called Nathan, who at the time was my.
Jenna Larson:He was a client of mine.
Jenna Larson:He had a different software company where I was teaching him how to get sales online for that company.
Jenna Larson:And I was like, Nate, you have to build this thing.
Jenna Larson:And he was like, it's not possible.
Jenna Larson:That's not going to happen.
Jenna Larson:And so I was like, well, that's not the answer I was hoping for.
Jenna Larson:And then about two weeks later, he messaged me, and he was like, jenna, I did it.
Jenna Larson:I built it.
Jenna Larson:And I'm like, built what?
Jenna Larson:At this time, I'm thinking, I don't even know what you're talking about.
Jenna Larson:But, yeah.
Jenna Larson:So about four years ago, our new business, which we are now co founders of, is group track CRM.
Jenna Larson:And it's basically a CRM that hangs out and integrates on top of Facebook and or Instagram.
Jenna Larson:We're going to be launching on LinkedIn and school shortly.
Jenna Larson:But, man, in the past four years, it is just kind of blown up and been this big thing.
Jenna Larson:But we kind of joke it's our accidental business.
Jenna Larson:So the other business got canceled.
Jenna Larson:We're on, you know, really focused on group track now.
Jenna Larson:So very, very crazy story to get here, but very cool.
Host:Yeah.
Host:I mean, there's nothing better than be super focused on one business.
Host:You know, spreading yourself.
Host:Two things never really works.
Jenna Larson:Absolutely.
Host:So tell us about this group CRM.
Host:So you mentioned.
Host:So it integrates a Facebook and Instagram.
Host:But obviously we know that there are some rules and regulations and Facebook is very protective and, you know, there's things like, you know, your accounts getting shut down and all that.
Host:So how do you overcome all that?
Jenna Larson:Yeah, I mean, we're very attuned into terms and conditions, our developers on top of things all the time.
Jenna Larson:And what's really cool about kind of our, our vision and our mission behind group track is we're actually very anti spam and anti cold DM's and just a lot of the practices that really don't work.
Jenna Larson:And what's beautiful about that is Facebook wants what Facebook wants.
Jenna Larson:Same with Instagram.
Jenna Larson:And so when you're doing the behaviors that support what they want, they're happy, right?
Jenna Larson:And so there are people who will use our tool, for example, who are just cold dming, cold pitching, cold friend requesting and things like that.
Jenna Larson:They will go to what we call Facebook jail, right, where their account kind of stops.
Jenna Larson:But that would happen whether they use our tool or do it manually.
Jenna Larson:And so, you know, what's really cool is like, as all of these restrictions come out, in which Facebook and meta just did, like, some massive changes in terms of DM rules, what's always been really incredible is that because of our core mission, which is truly to just help you scale your personal relationships, not replace them, what we have found is that nothing has even changed with our daily operations in the way that we show up on social media, because we're already doing and teaching exactly what meta wants.
Jenna Larson:So our customers find that they go to Facebook jail less, they have more interactions, they're able to message more people, because what is really at the core of it is being a human and connecting in that very human way.
Jenna Larson:So we've seen some really good things in that way.
Host:Okay, well, let's unbuck it a little bit more deep in more detail.
Host:I'm a bit of a nerd as well, so, you know, I like kind of going in ity greedy after of the whole thing.
Host:So you mentioned your thing is not doing cold email outreach.
Host:It's more about.
Host:So do I understand correctly you wouldn't recommend using it to reach out to contacts who don't know you?
Host:It's more about reaching out to contacts you already established some relationship with.
Host:How do you then make it?
Host:Because even, even like, you know, I've got people in my, you know, friends connections on Facebook, and I don't talk to, like, you know, we all have tons of people, and some you just don't talk to at all, and then suddenly they just drop you like a DM.
Host:And it's.
Host:It's like you feel like I'm, you know, unfriending them because it's like they just come across salesy right away.
Host:So how do you do this?
Host:And how do you do at scale?
Jenna Larson:Yeah, absolutely.
Jenna Larson:So one of the things that we would recommend.
Jenna Larson:Right?
Jenna Larson:Like, so you're talking about your friends.
Jenna Larson:Listen, and we would absolutely recommend that you treat your friends list like a database, right?
Jenna Larson:We want the friends that you have on that list to be truly people who are your ideal client.
Jenna Larson:And so there's a lot of ways that you can do that, right?
Jenna Larson:Our number one strategy that we teach for lead Gen is to partner and link arms with other people who have audiences full of your ideal clients.
Jenna Larson:What you and I are doing right now is that, right, I'm coming into your community who has a need that we can fulfill.
Jenna Larson:And so when you do that in partnership with the owner of that community and you get leads that way, the beautiful thing is these people are opting into your world, right?
Jenna Larson:They're hearing you talk to this person, and they're building trust, right?
Jenna Larson:Me simply being here with you, I have proximity, I have credibility in your market because you have brought me in, and you trust me.
Jenna Larson:Right?
Jenna Larson:And so when you do it this way, the leads that you get, the people who opt into learning more are warm leads that trust you that already kind of feel like they know you.
Jenna Larson:And so when you shoot them a DM to follow up, they're expecting it.
Jenna Larson:It's not weird, right, versus what a lot of our competitors will teach.
Jenna Larson:And what a lot of people are doing in the world is like, they'll go to someone else's Facebook group, add all the people, send them a friend request, and then in the DM's, they just shoot them pitches.
Jenna Larson:And when we do that, we're giving marketing a very bad name, right, because just like you said, when you get the cold DM from someone and you're just like, really, dude?
Jenna Larson:Like, you don't know me.
Jenna Larson:You haven't taken a moment, right, versus connecting with people that actually want to talk to you.
Jenna Larson:So we, you know, as I mentioned, we're.
Jenna Larson:We're kind of loud about this, to be honest, which I'm sure we repel a lot of people who are like, oh, no, I really want a cold DM.
Jenna Larson:And, you know, this is the thing.
Jenna Larson:And I think a lot of people just don't know better.
Jenna Larson:And this is the thing with all the new meta rules that are rolling out with the DM's, they're going to be stopped, right?
Jenna Larson:So meta has rolled out these three new rules that are going to be really impacting a lot of people who are doing this very cold DM strategy.
Jenna Larson:And so again, what we've been so, you know, confirmed in as these roles have rolled out is that the things that we're doing, the things that we're teaching, are in line with what meta is looking for.
Jenna Larson:And therefore our clients are still having really good success in this market.
Jenna Larson:And so again, just to kind of like wrap that into a bow, you know, we would definitely recommend instead of just blind friend requesting, blind dMing, that instead you go get in front of audiences full of your ideal client, you get to know them, you ask them to dm you, in fact, right?
Jenna Larson:And do all sorts of little things like this where they're kind of coming to you.
Jenna Larson:But I would say in terms of your friends list, I would absolutely work it, right?
Jenna Larson:We want to fill our friends list with tons of people who are our ideal clients.
Jenna Larson:But here's the thing.
Jenna Larson:What is the point of social media if we're not being social, right?
Jenna Larson:That's what meta wants.
Jenna Larson:It wants you to connect.
Jenna Larson:And so when you send me a friend request, even if I don't know you, I'm going to add you to group track, because I'm going to track you and say, okay, you're a potential lead.
Jenna Larson:I'm going to send you a message that says, hey, thank you so much for connecting.
Jenna Larson:What's the point of social media?
Jenna Larson:For not being social, right?
Jenna Larson:And then I'm going to say something like, tell me what you're up to.
Jenna Larson:Let's see if we might be able to support one another.
Jenna Larson:And what I want you guys to hear from that is it's not, do you want to buy my thing?
Jenna Larson:Right?
Jenna Larson:Because let's be honest, let me pull back the curtain for a minute.
Jenna Larson:I would so much rather get in front of your audience and sell to all your friends than I would ever try to sell you in the DM's, right?
Jenna Larson:And so here's the truth, right?
Jenna Larson:If we start up a conversation and say, what's the point of social media without being social love to learn what you're up to, to see if we can support each other, that conversation is a very different one, right?
Jenna Larson:It is based on collaboration.
Jenna Larson:And it's not like, oh, hey, how are you?
Jenna Larson:What's going on?
Jenna Larson:And then trying to transition into a business conversation so you don't look spammy, you know what I mean?
Jenna Larson:And so that's one of the templates we actually give you built into group track.
Jenna Larson:So one of the things, you know, obviously it's a CRM, it's a follow up system with pipelines and stages and so forth.
Jenna Larson:But we actually give you a lot of DM templates pre built into the system that we know work.
Jenna Larson:We had a client the other day who sent that one message that I'm talking about right now, had a $3,800 sale.
Jenna Larson:And again, it wasn't, hey, do you want to buy my thing?
Jenna Larson:It's like, hey, what do you do?
Jenna Larson:Let's talk.
Jenna Larson:Let's see how we can support each other.
Jenna Larson:So I know I've gone on a little rant here, but we feel very strongly about, like, there are really good ways to do this and to do the things that meta wants you to do without kind of getting into that spammy yuckiness.
Host:Yeah, I can, I mean, I can tell you're very passionate about this topic.
Host:So, look, the follow up question from this is, is like you mentioned, you know, treat your contact list, treat your friends list on Facebook as your database, but not everybody is your ideal potential client.
Host:There's friends that you just want to keep having us, just friends, schoolmates, whatever, and family.
Jenna Larson:Yeah.
Host:So is there an easy way to segment this so that you exclude them from any of this?
Host:And is there a way to do it at like in bulk or at scale, or do you have to manually select that first?
Jenna Larson:Yeah, yeah, absolutely.
Jenna Larson:So with group track, you can literally go over to your friends list, click a button that says, add all your friends to your pipeline.
Jenna Larson:So for those of you who are not aware, which I'm sure most of you are, right, just like we have in high level, you've got a pipeline where you're going to kind of manage your leads through a system.
Jenna Larson:And the idea is to go from a, which would be like, hey, we just met all the way to z, which would be your, now my client.
Jenna Larson:Right.
Jenna Larson:And as you're working your leads through that system, the idea is to connect and uncover needs and kind of, you know, move them through.
Jenna Larson:And so as I mentioned, if you go over to your friends list and you click one button, you can simply add all of those people into your pipeline.
Jenna Larson:And what we would encourage you to do is just to mark them as potential leads.
Jenna Larson:And then as you start working your leads, meaning again, we just, like, from the bottom of our heart, believe that you should be in the DM's with people.
Jenna Larson:Right.
Jenna Larson:And again, in case you don't know, when you're in the DM's with people, they're more likely to see your content on social.
Jenna Larson:So we really want to have that connection.
Jenna Larson:And so as we're working.
Host:So are you saying that there's correlation with how the algorithm works in terms of rage?
Jenna Larson:Yes.
Host:And people that you're like recently messaged with.
Jenna Larson:Yeah.
Jenna Larson:And you'll start to notice when you DM people, you're going to see their stuff, which means when you DM people, they see yours.
Jenna Larson:So.
Jenna Larson:Absolutely.
Jenna Larson:And so, right as we're working our lead now, they're all in a pipeline.
Jenna Larson:And as I go to work, each individual person, I'm like, okay, is this actually a potential lead or is this a family or friend?
Jenna Larson:And so we just simply have one stage in the pipeline that says personal friend, not a good fit.
Jenna Larson:And so we'll just mark them in that stage and that way we know, okay, we're not going to message them.
Jenna Larson:We're not going to, you know, kind of move them through our sales pipeline.
Jenna Larson:And so it really allows you to segment and, you know, you can message them in bulk or you can do it individually.
Jenna Larson:One of the things to just know is, you know, yes, group track does have bulk messaging.
Jenna Larson:And what that means is, you know, it's not a broadcast.
Jenna Larson: be like, you know, oh, I have: Jenna Larson:You would go to Facebook jail.
Jenna Larson:That is very much against what they want you to do.
Jenna Larson:What you can do though is basically put them in group tracks queue.
Jenna Larson:And the way I like to describe this is like a line at Disneyland, right?
Jenna Larson:You want to go on the matterhorn, but the line can sometimes take a while.
Jenna Larson:And so basically we put them in line and as it's their turn, they go on the ride.
Jenna Larson:And so same thing with your DM's as it turn.
Host:There's also two lines in these Disneyland parks.
Host:They've got the vip, you pay extra and you go faster.
Host:So what do you do there is like if you go, if you're dming and then you already got somebody that's further down in the pipeline.
Host:Can you, can you have them in a more like a prioritized.
Jenna Larson:You can.
Jenna Larson:So when you queue up messages, you can say, put this group of people to the front or just add them to the queue as they go.
Jenna Larson:So it's, it's very, yeah, you can kind of decide based on that.
Jenna Larson:You know, I, for when I work my friends list, I actually prefer to do it manually using group track versus like a bulk automation, just because again, like, I'm like, get the microphone close.
Jenna Larson:I just so much believe that you should have genuine conversations with these people.
Jenna Larson:And so the other thing I just want to kind of mention is group track is not a bot.
Jenna Larson:And so a lot of times people think, oh, you send a message using group track and then the person responds, and then group track responds, and it is not that track can start your initial message.
Jenna Larson:And sure, you can have all sorts of templates built in so that you're not retyping responses as you go, but it is not going to just sit there and answer for you.
Jenna Larson:And again, that's one of the things we will never build at group track, even if we could, which probably you can, but we wouldn't because it goes against what we believe, which is that, sure, let's start the conversation.
Jenna Larson:But once someone responds, let's be a human, you know, truly uncover their needs and only make them an offer if you've uncovered that they truly have a problem you can solve.
Jenna Larson:And that's like the big thing with cold dming and cold pitching that I just like, why are we doing this?
Jenna Larson:We're just like shooting spaghetti at the wall.
Jenna Larson:Like making all these offers.
Jenna Larson:People are immediately turned off.
Jenna Larson:It shocks me that people are still doing this practice because I can't imagine it works.
Host:Yeah.
Host:Now, even if you like, there's some really good frameworks to start these DM's.
Host:Like, I know there's like, you know, the first one is just like simply yes, no question, then this or that question.
Host:And then, then you start to unravel into more open end questions and stuff like that, right?
Host:Even, even with all these, it's as you said, like now, you know, there's been a, like a bad, bad reputation given to it because of other marketers just doing it at scale.
Host:And they're not following this particular, like conversation starter like a natural conversation principles.
Host:Instead they just dming and dropping straight away.
Host:Like, it's like, good example is you put something in the high level community, something that comes across us, somebody might feel like, think like, oh, he needs a help.
Host:Suddenly you get all these high level expert and, you know, I don't mind it, but like, it's just the way they, like, they just dropped this like a big, like, hey, here's me.
Host:Here's what everything I do, like, everything.
Host:And then let's like straight away, like let's like, let's marry.
Host:It's like, come on.
Jenna Larson:Yeah, you gotta date a little bit, guys.
Jenna Larson:Like.
Jenna Larson:And that's exactly what it is.
Jenna Larson:Right.
Jenna Larson:You wouldn't just make an offer on a date.
Jenna Larson:You would go, you would get to know the person.
Jenna Larson:Absolutely.
Jenna Larson:And I would say, you know, in groups, right, there's two different things we're talking about, right?
Jenna Larson:There's like working your friends list as a database.
Jenna Larson:There's your Facebook group, which we haven't even talked about yet, but let's say you're in someone else's group, right?
Jenna Larson:Again, my philosophy on this is, no, I don't think you should just go in friend request everybody in a Facebook group and dm them.
Jenna Larson:My opinion is the person who owns that group has worked really hard to build that group.
Jenna Larson:They either did it with sweat equity or they paid ads to build that groove.
Jenna Larson:And I just don't think morally it's right for us to just go coach client.
Host:Yep.
Jenna Larson:Now, if someone posts something and they're asking for help or asking for a suggestion, then by all means, absolutely, you have the cure to cancer and someone's asking for it.
Jenna Larson:You're not going to be like, nah, no, I'm in a group.
Jenna Larson:Right.
Jenna Larson:And so, of course, you know, you will see, in fact, we had.
Jenna Larson:I didn't even post it.
Jenna Larson:That's the funny part.
Jenna Larson:Someone posted something about, you know, all the DM rules that are happening now with meta in the last month, and it blew up in the high level group.
Jenna Larson:I seriously, oh, my gosh.
Jenna Larson:At least 200 leads joined our group from that one post that wasn't even ours.
Jenna Larson:But because people were like, oh, my gosh, DM rules.
Jenna Larson:Blah, blah, blah.
Jenna Larson:Everyone was like, jenna, Jenna, Jenna.
Jenna Larson:Group track.
Jenna Larson:Group track.
Jenna Larson:And so, you know, that was amazing.
Jenna Larson:But the beautiful thing was, again, it was only the people that reached out to us that we were like, yes, we can help you.
Jenna Larson:Here's our information.
Jenna Larson:We're not just in there poaching.
Jenna Larson:And they think that's.
Jenna Larson:That's the thing that really irritates people.
Jenna Larson:And again, it just doesn't really work.
Jenna Larson:But, yeah, so there's some cool things that you can do in other people's groups.
Jenna Larson:But again, we're gonna, we're gonna take a little bit of a different, probably philosophy about it than what you might hear from a lot of other tools and coaches out there.
Jenna Larson:And then you have your whole Facebook group that you own, which is amazing as well, because, of course, you're in charge and you're setting the tone and you can decide exactly what experience you want people to have inside your group.
Host:Okay, let's talk about that.
Host:That's intriguing.
Jenna Larson:Yeah.
Host:Those Facebook groups have been very effective and they still are effective.
Host:There's a few things that, you know, Google Facebook has changed.
Host:Now.
Host:You can't post, you know, using social scheduler from high level.
Host:You mentioned the new rules where you won't be able to dm people.
Host:I think.
Host:Is that already in place?
Host:I think it was something about they have to be your friend in order for you to be able to send a message.
Jenna Larson:Yeah.
Jenna Larson:So there's three rules.
Jenna Larson:The first rule is that when you send an initial message, meaning you've never had a connection with this person in the DM's before, you can only send 30 new message requests per 24 hours.
Jenna Larson:So when you dm someone, that first message goes into a message request folder in your DM.
Jenna Larson:Almost like a primary folder versus a spam folder.
Host:Yeah.
Jenna Larson:So you can only send 30 of those per 24 hours.
Jenna Larson:The second rule is that once you message those people once, you cannot message them again until they've accepted your message request.
Jenna Larson:The way that they accept your message request is by replying.
Jenna Larson:So think about this.
Jenna Larson:Even if you message them and they read it, you cannot message them again.
Jenna Larson:And so there's a lot of strategy now on how to get them to dm you back, which is in the templates we're going to give your people.
Jenna Larson:And then the third rule is, and this one has not ruled out yet.
Jenna Larson:So the first two we are seeing in effect right now, group tracks, already rolled out all sorts of new features to help you kind of work this and make sure that you're messaging the right people.
Jenna Larson:So we're tracking that for you.
Jenna Larson:But the third one is what you're talking about in terms of friends.
Jenna Larson:This is going to be on Instagram and on Facebook.
Jenna Larson:We haven't seen it roll out yet, although they've been like, kind of giving us notifications about it.
Jenna Larson:And the idea is that you cannot message someone unless you're friends with them.
Jenna Larson:One thing to keep in mind, though, if you're already in an established conversation with someone and they're not your friend, that will be grandfathered.
Jenna Larson:So here's the deal.
Jenna Larson:I'm not worried about messaging my friends right now.
Jenna Larson:I'm messaging people who are not technically my friends because I want to build that, you know, that connection before it rolls out.
Jenna Larson:My guess is they announced it and I think there was probably a lot of pushback.
Jenna Larson:I'll be surprised if they roll it out, we'll see what happens with that one.
Jenna Larson:But we haven't seen it officially come out just yet.
Host:I.
Host:Yeah.
Host:So they're probably just waiting for the right moment or reassessing.
Host:Okay.
Jenna Larson:Yeah, well, yeah, hopefully a reassess, but a Facebook group.
Jenna Larson:Right.
Jenna Larson:Owning your own Facebook group, in my opinion, is, like, one of the greatest things you can do.
Jenna Larson:So to give you guys a little bit of, you know, context.
Jenna Larson:So our business, we're a low ticket offer, right?
Jenna Larson:We're either 97 or 157 is our price point monthly.
Jenna Larson:So it's not a high ticket offer.
Jenna Larson:We have a relatively small group.
Jenna Larson: I don't even know, maybe: Jenna Larson:I don't have a huge social media following.
Jenna Larson:I think I have, like, 400 followers on Instagram.
Jenna Larson:Like, it's pretty pathetic.
Jenna Larson:And I have a small team, so there's only myself, Lindsey, and a Va that works my group.
Jenna Larson:Okay, so low ticket, small team, small group.
Jenna Larson:And we collect over a million a year.
Jenna Larson:And the beautiful part of it is we've never spent a dollar an ad.
Jenna Larson:So what we're doing with group track, so using the tool plus the tactics we teach, you know, that's enabling us to do this all organically, which is pretty incredible.
Jenna Larson:And so that's really what we teach.
Jenna Larson:Now, ads are not bad, right?
Jenna Larson:The way we feel about ads is, number one, you shouldn't be doing them unless you're at least making ten k recurring monthly.
Jenna Larson:And number two, you have a system to track your lead, and you have strategy of how to convert them and the skills to do so.
Host:Otherwise, you're just missing money down the drain.
Jenna Larson:Gosh, you are.
Jenna Larson:It is wild.
Jenna Larson:The people that we talk to that are doing it, I'm just like, okay, show me the leads that the ad came and brought you.
Jenna Larson:And they're like, I don't know where they are.
Jenna Larson:I'm like, well, then how are you talking to them?
Jenna Larson:You know, it's wild.
Jenna Larson:It is actually, like, it makes me sad for those people that are just wasting much.
Host:You want to have.
Host:Yeah, it's like you want to have a really good follow up sequence for leads as they come in.
Host:But then in order to have a good follow up sequence, which is ideally giving lots of value, that means you need to have content, that means you need to have videos, articles that you send them on the back of these emails to it, and it's like, right, yeah.
Jenna Larson:Okay, so we have a really simple strategy.
Jenna Larson:So before I get into the strategy, which is going to hopefully help a lot of people, we believe that your Facebook group should be like a store that you would walk into in a brick and mortar experience.
Jenna Larson:Right?
Jenna Larson:You walk into Nordstrom.
Jenna Larson:Right?
Jenna Larson:When you walk into this nice store, what happens?
Jenna Larson:Someone is there and they're like, welcome.
Jenna Larson:Thank you so much for coming in.
Jenna Larson:How can I help you today?
Jenna Larson:What are you looking for?
Jenna Larson:Right.
Jenna Larson:An associate is right there asking to support you.
Jenna Larson:And when you say, oh, I'm looking for a dress, they're going to say, great, what's the occasion?
Jenna Larson:Do you want a fancy dress?
Jenna Larson:Do you want a casual dress?
Jenna Larson:Are you looking for black, white, whatever, right?
Jenna Larson:We're actually uncovering their needs.
Jenna Larson:And then once the person says, yes, I'm looking for a casual dress.
Jenna Larson:I want it to be blue.
Jenna Larson:The associates going to say, great, here are some options I think would work for you.
Jenna Larson:Let me put you in the dressing room.
Jenna Larson:I'm going to come back in a few minutes and see what works for you.
Jenna Larson:When they come in and check on you, they're going to say, did that work?
Jenna Larson:Is that something you'd like to get?
Jenna Larson:They say, yes.
Jenna Larson:Great.
Jenna Larson:Let me walk you over to the checkout.
Jenna Larson:Right?
Jenna Larson:So we know that experience happens in real life.
Jenna Larson:And so my question to everyone is, are you delivering that in the virtual world in your Facebook group?
Jenna Larson:And the resounding answer is, no.
Jenna Larson:Right, from what we have seen.
Jenna Larson:And my question is, why?
Jenna Larson:So imagine what's happening.
Jenna Larson:I want you guys to now think about it.
Jenna Larson:Your Facebook group is a store.
Jenna Larson:People are walking in.
Jenna Larson:And you know what we're doing?
Jenna Larson:We're bombarding them with like, hey, do you want to buy my thing?
Jenna Larson:Or we literally do nothing.
Jenna Larson:They walk in the door.
Jenna Larson:Maybe they answer your group questions, and then you just literally are staring at them while they're perusing.
Jenna Larson:Right?
Jenna Larson:And then they leave your store because it was a horrible experience.
Jenna Larson:And so what we teach at group track is our white glove group strategy, which is that when they come in the door, you should treat them like a wonderful human, get to know them and what we do in the real world.
Jenna Larson:That full strategy that I just shared is exactly what we do in our group.
Jenna Larson:We welcome you.
Jenna Larson:We dm you.
Jenna Larson:Thank you so much for coming in.
Jenna Larson:What are you looking for?
Jenna Larson:How can we support you when they tell you what they're looking for?
Jenna Larson:We're like, amazing.
Jenna Larson:We have a training we just did.
Jenna Larson:Let me get you in front of that.
Jenna Larson:And so we tag them in the training, and then we're going to say, cool, I'll follow up with you in a few days to see what you think about it, what questions popped up?
Jenna Larson:We set a task, we reach back out, you're in the dressing room, right?
Jenna Larson:And then we follow up and we ask you, is this something you're going to do?
Jenna Larson:And would you like to learn about how we can help you do it faster?
Jenna Larson:That's the offer, right?
Jenna Larson:So easy.
Jenna Larson:So that should be happening in the background.
Jenna Larson:Like that is how a Facebook group should be run.
Jenna Larson:Now, on top of that, what we do is every single week we run a strategy called the weekly sales formula.
Jenna Larson:And basically it is like the most simple, repeatable, easiest thing on the planet.
Jenna Larson:I mean, there's nuances, you know, and skill and things like that.
Jenna Larson:But from like a, you know, conceptual idea, it's very easy.
Jenna Larson:So every single Monday we start with a hand raiser post that just simply says, hey, who has this problem?
Jenna Larson:We're doing a training this Thursday on that thing.
Jenna Larson:So I'll give you an example.
Jenna Larson:We just did a training last week and we said, hey, who wants our DM templates that help us earn over six figures a month?
Jenna Larson:Well, you can imagine.
Jenna Larson:Everybody's like, me, me, me, me, me.
Jenna Larson:Right?
Jenna Larson:In the chat or in the comment.
Host:Yep.
Jenna Larson:So what's really beautiful about that is we have this big store and there's tons of people in it, but not everybody has the same problem or the same goal, right?
Jenna Larson:So by doing that call to action post on Monday, what we're basically doing is sifting in our group and we're looking for our gold nugget.
Jenna Larson:Like who's going to float to the top?
Jenna Larson:That is like the leads that we should be following up with for the week, right?
Jenna Larson:So we do our hand raiser post.
Jenna Larson:We do a lot of things to kind of move the algorithm.
Jenna Larson:And then for everybody who comments, we simply use group track to automatically track all those leads.
Jenna Larson:So we're going to add them to the pipeline.
Jenna Larson:What?
Host:Like from that specific post and all.
Jenna Larson:Automatically using group track.
Host:Okay.
Jenna Larson:So we click a button.
Jenna Larson:Everybody who commented on the post is immediately going to be tracked in your pipeline and group track.
Jenna Larson:Everybody will immediately get a tag based on the topic of the week, right.
Jenna Larson:Because we want to be able to segment and support and reach out and know what they asked for.
Jenna Larson:Everybody will automatically be replied to.
Jenna Larson:Everybody will be automatically reacted like a, like a love or whatever you want it to do.
Jenna Larson:And if you want, it will automatically dm them as well.
Jenna Larson:And so the idea is we want to get those people to raise their hands and identify who has the problem with the goal of getting them to opt in to come to our training on Thursday on that topic.
Jenna Larson: negotiable, every Thursday at: Jenna Larson:Right?
Host:Yep.
Jenna Larson:And so we say, here's what you should do.
Jenna Larson:And then, oh, by the way, you can have this lead magnet or whatever it is that you're going to cover, which again, you're getting more opt ins, more comments, the algorithms run in.
Jenna Larson:And then basically what we do is a very soft offer, like, cool.
Jenna Larson:You have this if you want to do it faster or if you want more support implementing, say the word, whatever.
Jenna Larson:Right?
Jenna Larson:So for us, we have a low ticket coaching program and so we'll say, say pipelines in the chat.
Jenna Larson:So every single week we're either booking calls or making sales, right?
Jenna Larson:And then every Friday we follow up with every single person who raised their hand during the week and we just, you know, make a simple offer.
Host:Good.
Jenna Larson:How can we best support you to move forward?
Jenna Larson:So when it comes to.
Jenna Larson:And the reason why this triggered for me is, you know, you were like, oh, man, you have to have content.
Jenna Larson:Well, guess what?
Jenna Larson:We do a video every Thursday.
Jenna Larson:We show up and we give our best training every Thursday.
Jenna Larson:So what's beautiful is the way that we actually build this strategy is based on the pillars of our offer.
Jenna Larson:And so once we go through this, let's say four months, because we've got four pillars.
Jenna Larson:What's beautiful is we've already done the work, we've made the emails, we've made the posts, we've made our training, we've made our lead magnet.
Jenna Larson:When we come to do it again, it's all done.
Jenna Larson:All we have to do now is show up again.
Host:So just run the whole thing again.
Host:Is there any issue with people in the group say, like, oh, you're reposting the same thing it was there four months ago.
Jenna Larson:Oh, absolutely not.
Jenna Larson:And here's the thing, we get that question a lot.
Jenna Larson:And I'm like, I want you to be like Jenna.
Jenna Larson:I heard that last month.
Jenna Larson:I want.
Jenna Larson:When you're like, who's the girl?
Jenna Larson:That's the organic, you know, sales girl.
Jenna Larson:I want you to be like, it's Jenna.
Jenna Larson:It's Jenna.
Jenna Larson:It's Jenna.
Jenna Larson:Because you've heard me say the word so many times.
Host:Yeah.
Jenna Larson:And then the other thing is, you may have heard it four months ago, but you were at a totally different place in your business four months ago.
Jenna Larson:That's true mentally, emotionally, knowledge wise.
Jenna Larson:Right.
Jenna Larson:So you may have heard a couple tidbits and been able to implement one thing.
Jenna Larson:Four months later, you hear it again, you're like, oh, now I get it.
Jenna Larson:Oh my gosh.
Jenna Larson:Yes.
Jenna Larson:Right.
Jenna Larson:So again, that repetition is actually going to serve you better to serve your clients and have them actually convert.
Jenna Larson:So we want that repetition.
Host:Yeah, I loved it.
Host:Now what I like about is overall as a strategy is that it's just, you know, it's just additional channel, effective channel to generate leads and close them.
Host:It doesn't mean that you need to, you know, replace it with anything else you do.
Host:You may be doing cold emails, you may be doing paid outs, you may be doing, you know, referral partnerships and all those.
Host:I like what's his name?
Host:The Alex Ramirez.
Host:You know what he says?
Host:Like all these channels, they kind of support each other.
Host:Like one of the big ones is, he says content marketing, like cold email works, but if you got strong content marketing, YouTube videos and everything, it just accelerates cold email because if you do cold email, people might want to check you out and if they don't see anything, you know, there, it's like it's not going to work as opposed to if they see that you got all this cover and all this value.
Host:So be same thing with the group, right.
Host:If you've got this group going, you could get paid leads into your, into your database.
Host:You can have follow up nurture set up in high level, short term nurture for an initial like potential buyers, long term nurture for the wars that need more time.
Host:But also on the back of these nurtures, you drive, drive them back into the group.
Host:So now you kind of like hitting them all the angles.
Jenna Larson:Yeah.
Jenna Larson:And I'd love to just kind of talk about how group track works with high level because it is a game changer.
Jenna Larson:And one of the things I was telling you is we do integrate with a number of other tools, but nothing comes close to how group track and high level integrate together.
Jenna Larson:It's pretty incredible.
Jenna Larson:So the way it works is that, you know, when someone joins your Facebook group, you have the option to ask them questions.
Jenna Larson:Right now we are very strategic about the questions we want you asking because that's going to help you serve and sell to them better.
Host:Yep.
Jenna Larson:And so when you have the person answer the questions, you know, one of them is going to be, would you like to opt in receiving occasional email or sms?
Jenna Larson:If so, drop your email and your phone number.
Host:Yeah.
Jenna Larson:So if you just click the button to approve those people into the group.
Jenna Larson:All that information is gone forever.
Jenna Larson:Right.
Jenna Larson:With group track running, though, when you press approve, a number of things are going to happen.
Jenna Larson:They're going to be approved to your group.
Jenna Larson:That lead is going to be tracked in group track based on how they answered your questions.
Jenna Larson:Tags are going to be applied in group track.
Jenna Larson:All those membership questions and their answers are going to be tracked.
Jenna Larson:But here's what's crazy.
Jenna Larson:The moment you press approve, that contact is also going to be created in high level immediately.
Jenna Larson:Only.
Host:Only if it has an email or even without an email.
Jenna Larson:Email or sms is the requirement.
Jenna Larson:Yep.
Jenna Larson:Which if you're asking the questions the way we suggest, the majority of people will actually give it to you.
Jenna Larson:Because we, like you said, we don't just like, we date them first.
Jenna Larson:Right.
Jenna Larson:We're like, hi, we help people do this.
Jenna Larson:How would you like to get started in our community?
Jenna Larson:You know what I mean?
Jenna Larson:So we ask really good questions up front.
Jenna Larson:Third question is, would you like to opt in to receive?
Jenna Larson:Right.
Jenna Larson:So again, we do get a pretty good high rate of people giving either sms or email.
Jenna Larson:So the moment you go into high level, you're created in that system as a contact or opportunity and immediately placed into a pipeline that can mirror the pipeline and group track.
Jenna Larson:So what is incredible, and this is like the game changer with high level, is that imagine when I move that lead in my pipeline and group track, it also moves them in high level and vice versa.
Jenna Larson:So if I move them in high level, it moves them in group track.
Host:Is it done through tags or how does it, how do you do that on the back end?
Host:Is it true docs odd remove tags?
Host:Or is it literally you could do it through.
Jenna Larson:Yeah.
Jenna Larson:Well, however you set up your automation.
Jenna Larson:Well, no, because it's a web hook.
Jenna Larson:Sorry, it's a web.
Host:Okay.
Host:Okay.
Jenna Larson:So automatically, if I move them here, it moves them there.
Jenna Larson:But of course.
Jenna Larson:Right, so imagine you could do a workflow where it's like if they opt into my masterclass or my webinar, they get this tag in high level.
Jenna Larson:Well, in high level, it moves them into the stage registered for webinar, it moves them there.
Jenna Larson:And this is the game changer.
Jenna Larson:Because as I was sharing in the beginning, the problem with what I was teaching in my old company where we didn't have group track is that copying and pasting and knowing, like, oh my God, this system is in this system and it's so disconnected.
Jenna Larson:So especially for our clients that are a little bit higher level with ops teams, and sales team, it's a hot mess because you don't know what's happening, where the people are, which is on social media versus what's happening in high level.
Jenna Larson:And so the group track, high level integration really solves that for you.
Jenna Larson:So, I mean, it's actually wild what you can do.
Jenna Larson:So the state or the pipeline sync, the stages sync and the tag sync.
Jenna Larson:And like I said, no other tool that we integrate with has that capability except for high levels.
Jenna Larson:So, so funny.
Jenna Larson:I did a poll in our group the other day, just curious.
Jenna Larson:So what.
Jenna Larson:What tool are you guys using?
Jenna Larson:And it was like, 85% were using high level.
Jenna Larson:And I was like, yeah, doesn't.
Jenna Larson:Doesn't surprise me, because it has the best capability for truly knowing what's happening.
Jenna Larson:And so the way I like to kind of describe it is group track tells you what to do, right?
Jenna Larson:Send this message, you know, welcome them to your group, uncover their needs, do this thing, and then what's happening in high level is what the lead is doing.
Jenna Larson:They read this email.
Jenna Larson:They opted into this and so forth, right?
Host:Yep.
Jenna Larson:And so with the algorithm and all the craziness, we actually use kind of a three prong approach, which is we use our Facebook group, which is, you know, algorithm and so forth.
Jenna Larson:We use the DM's, which is, like, glorious, but we use email every single week.
Jenna Larson:So, as I was mentioning with our weekly sales formula, you know, I was saying, oh, we do the Monday post, right?
Jenna Larson:Our call to action post on Monday.
Jenna Larson:But when you do a post, do you get many comments on your stuff?
Jenna Larson:Most people don't.
Jenna Larson:Right.
Jenna Larson:Like crickets.
Host:Yeah.
Host:So, I mean, in particular, I've been focusing on this podcast.
Host:So I create, you know, about 35 pieces of content per episode, and I stretch it out.
Host:So covers about eight months worth of, you know, content, content, rails and stuff.
Host:Not much.
Host:Not much traction, I'm gonna say.
Host:Not much action.
Host:Yeah, it's.
Host:It's.
Host:It's almost like.
Host:And then lately, it's funny.
Host:It's been, like, Facebook trying to push me the verification membership that they got.
Host:Like, they've got four tiers, both Facebook and Instagram.
Host:And I feel like they just, like, made it.
Host:Like I got zero reach, you know?
Host:Yeah, they.
Jenna Larson:Right.
Jenna Larson:So what you can do, this is like a ninja hack.
Jenna Larson:You guys cannot tell anyone because it's, like, our secret.
Jenna Larson:Okay?
Jenna Larson:So we're going to give it to you.
Jenna Larson:Don't tell anyone.
Jenna Larson:What we do is imagine you do your post in your group or even on your personal page, LinkedIn, Instagram.
Jenna Larson:I don't care.
Jenna Larson:On your actual post on social media, if you click on the timestamp, you can grab what we call a permalink.
Host:Yeah.
Jenna Larson:And that's literally like the URL for that post.
Jenna Larson:Take that, copy it, put it in your email.
Jenna Larson:Oh, my gosh.
Jenna Larson:Did you see this thing that Jenna just delivered?
Jenna Larson:Click here.
Jenna Larson:Hey, do you want the DM templates that help, you know, collect six figures a month?
Jenna Larson:Click here.
Jenna Larson:So we're not putting our lead magnets in our email, we're putting the link to our, to our post in the email.
Host:Nice.
Jenna Larson:Does that make sense?
Host:You can, you kind of hack the Facebook brutal algorithm.
Jenna Larson:We're literally boosting it for free.
Jenna Larson:Right?
Jenna Larson:So we'll email our entire email list and you can use high level obviously to do that.
Jenna Larson:And then what you're going to do is just say, hey, do you want this thing?
Jenna Larson:They click there.
Jenna Larson:If they're already in your Facebook group, it takes them directly to the post even if they don't comment on it.
Jenna Larson:The algorithm is like, ooh, more eyeballs, more eyeballs, more eyeballs.
Jenna Larson:Let me show this to more people.
Jenna Larson:But here's what they do.
Jenna Larson:If you craft that post right, people are going to comment because they want your thing.
Jenna Larson:More comment, more algorithm.
Jenna Larson:It snowballs.
Jenna Larson:It's really incredible, right?
Jenna Larson:And then of course, when we run the group track automation to automatically reply, now we're boosting the algorithm again like it's just a big snowball every week.
Jenna Larson:So the other piece is if they're not in your Facebook group and they click that link, the thing that's going to happen is it's going to prompt you to join the group.
Jenna Larson:So it's a way to organically grow your group every single week for free.
Jenna Larson:So pretty cool.
Jenna Larson:So again, you guys, when I share this, I just went into a huge community the other day and did a private training for seven and eight figure earners and they were like, are you joking?
Jenna Larson:I thought this was something everybody knew.
Jenna Larson:So again, like, hopefully you guys are like, what the heck?
Jenna Larson:This is cool.
Jenna Larson:Give it a try.
Jenna Larson:You're gonna see.
Jenna Larson:It's like, I love it.
Host:Easy, as I must say though, is I'm kind of half off on that.
Host:Like just, that's just me.
Host:Subjective.
Host:I get these emails and I have come across where it's taking me to a group that I'm not part of.
Host:And, you know, it happened a few times and it just felt a little bit forced.
Host:So I didn't, I didn't join that group.
Host:I just wanted to.
Host:So to me it was created a bit of a friction because they presented me with a, hey, here is a thing.
Host:Click here to access it.
Host:But then I couldn't access it.
Host:So, you know, like in marketing there's a thing.
Host:It was like if you say there's something, make it easy for them to access it.
Host:So I think probably cones, right?
Jenna Larson:No, I love it.
Jenna Larson:I'm going to fight back.
Jenna Larson:Right?
Jenna Larson:I want the lead that is willing to do two clicks to give the value I'm going to give.
Jenna Larson:Because here's the truth, right?
Jenna Larson:My group, we give more free training than you can believe.
Jenna Larson:We pull back the curtain, we give the strategies, we do the thing.
Jenna Larson:Like we literally share our entire organic strategy.
Jenna Larson:So for me, if you literally can't click a button to come into my group, then it's not an ideal client for me.
Jenna Larson:Right.
Jenna Larson:So there's pros and cons.
Jenna Larson:Right, of course.
Jenna Larson:And, you know, I think for the most part, and, you know, maybe it's possible we're pissing people off and we don't even know.
Jenna Larson:Right.
Host:Well, the only caveat I was gonna say with that is like, if I don't know anything about you, if I got your email list, somehow I don't know anything about the value that's inside the group because there's no way to see it, then that could be a friction.
Jenna Larson:But you're on their email list, which means you opted into something.
Jenna Larson:So ideally there is some sort of relationship.
Jenna Larson:And we're obviously sending emails every day with value and service and support, right?
Jenna Larson:So it's not just that we're like, hey, click our email, get our thing.
Jenna Larson:You know, it's not cold.
Jenna Larson:The people on our email list have opted into receiving information.
Jenna Larson:We send, you know, great emails.
Jenna Larson:So when we send the one that's like, hey, do you want this really cool resource?
Jenna Larson:And you can even say it's inside our Facebook group.
Jenna Larson:Click here to grab it.
Host:There you go.
Host:Yeah, you know, if you're not part of it, like a little asterisk, by the way, if you're not part of the group, it'll take you there.
Host:You just join the group.
Host:It's free, whatever.
Jenna Larson:Yeah, absolutely.
Jenna Larson:And the truth is, we know, especially if you run a group like we do, with that really white glove group strategy where we're serving and we're supporting, we're treating you like a really good person in our group for the most part.
Jenna Larson:People when they join, they're like blown away.
Jenna Larson:They're like, whoa, I did not know that we were going to get this level of service.
Jenna Larson:And so for the most part, I think when people join the community, they're really pleased.
Host:No, I like it, I like it.
Host:In terms of mention, high level is the most, like the, is what you can do most with in terms of integration.
Host:Uh, what about the other ones like clickfunnels?
Host:What do they stand?
Jenna Larson:Say that again.
Host:Uh, clickfunnels.
Host:How, how do they, how well does your software integrate with like clickfunnels, for example?
Jenna Larson:So with the clickfunnels integration, you know, they're going through some things where they're moving from 1.0 to 2.0 right now.
Jenna Larson:So doing it, uh, well, I think that 2.0 is available, but you don't have to go to it.
Jenna Larson:I think it's an option.
Jenna Larson:Okay.
Host:Yeah, yeah.
Jenna Larson:My understanding is that they offer both and you can upgrade or stay.
Jenna Larson:So we integrate with both.
Jenna Larson:The first one is just like anybody we integrate with like kartra, activecampaign.
Jenna Larson:Actually activecampaign is a little bit better, but basically what it means is we can still capture that information, your email, create the person.
Jenna Larson:The differentiator with go high level is that the pipelines, the stages, the tags sync two ways, which with the others it's a push into the system, but we don't get the feedback into group track.
Host:Yes.
Jenna Larson:For funnels, 2.0 will be like the integration with high level.
Jenna Larson:It's just still being built currently because they're moving to that deal space.
Host:Yeah.
Host:I wanted to follow back on talking about customization.
Host:In the world we live in right now, automation is becoming increasingly common.
Host:We all use it.
Host:It's amazing.
Host:You emphasize the importance in building authentic relationship with customers.
Host:Right.
Host:But how do you balance automation with personalization?
Jenna Larson:I'm so glad you asked.
Jenna Larson:As you know, I feel like you can tell my heart is in the like really personalized.
Jenna Larson:Right.
Jenna Larson:As I mentioned before.
Jenna Larson:Right.
Jenna Larson:We are not a bot and that's what people want, which always blows my mind.
Jenna Larson:But again, I know it's because of a timepiece, right?
Jenna Larson:Like we want to clone ourselves and all the things, right.
Jenna Larson:But that's just not the space that we play in.
Jenna Larson:And so, you know, as you use an automation and group track, sure it's going to react, reply and send the initial DM.
Jenna Larson:And so it's going to save you hours and hours, you know, just in that.
Jenna Larson:But once the person responds, right, like that's where I kind of feel like, work your job like a robot.
Jenna Larson:Send the initial message, set a task for follow up, no emotion, be a robot.
Jenna Larson:And that is how I work in my business every single day.
Jenna Larson:Right.
Jenna Larson:I'm like, it's not how many people responded, how many people bought my thing.
Jenna Larson:I cannot base success off that because I cannot control that.
Jenna Larson:I can control myself.
Jenna Larson:Right.
Jenna Larson:Jenna, did you send your welcome DM's?
Jenna Larson:Did you set your tasks?
Jenna Larson:Did you follow up?
Jenna Larson:If I do that, I win every day.
Jenna Larson:So very robotic in the way that I work group check in the morning.
Jenna Larson:Right.
Jenna Larson:Then what we do is say, okay, now it's in the hands of the person.
Jenna Larson:My job is to make the outreach.
Jenna Larson:Their job is to determine if they want to write back.
Jenna Larson:And so a lot of really cool things.
Jenna Larson:So, for example, one of the big struggles with in the DM's is if you're sending a lot of DM's, which you should be, because your output determines your input, but it can get a little crazy in the DM's, right?
Jenna Larson:Like, you can lose messages.
Jenna Larson:It's overwhelming, right?
Jenna Larson:So grip track works in the DM's as well.
Jenna Larson:So not only will you see the stage of where the person is in your pipeline, the tags, the notes, all of the things, but there's also this little button that you can click and you can say, show me messages I haven't read.
Jenna Larson:Show me messages the recipient hasn't read.
Jenna Larson:Show me messages I read but forgot to respond to.
Jenna Larson:Right?
Jenna Larson:So, like, we can go down.
Jenna Larson:We had a quiet.
Jenna Larson:He had sent all these email or DM's with an offer, and he clicked the button, and he was like, oh, my gosh.
Jenna Larson:27 people had responded that they wanted to buy.
Jenna Larson:He never saw them because, you know, it's like they get buried.
Jenna Larson:Right?
Jenna Larson:It's.
Jenna Larson:It's crazy.
Jenna Larson:Like, oh, my God, Daniel, if you had closed those.
Jenna Larson:He's a high leveler, by the way.
Jenna Larson:I said, if you had closed those, what would you have converted?
Jenna Larson:And it was $50,000.
Jenna Larson:Yikes.
Jenna Larson:One button clicked in group track would have, you know, converted 57.
Jenna Larson:So.
Jenna Larson:So anyways, right?
Jenna Larson:So what's beautiful about that is you can use technology to help you focus your time to be a human in the DM's, right?
Jenna Larson:And so our whole goal is that you're going to scale the outreach, but still enable you to be very personalized in it, right?
Jenna Larson:So, you know, just in terms of, like, our DM's, right?
Jenna Larson:We've built in all this functionality where every time a message sends the message is going to look different.
Jenna Larson:It pulls in their name.
Jenna Larson:It does all these things to really customize the experience and help you stay out of Facebook jail.
Jenna Larson:But once they respond, bond is where you're going to turn to be a human.
Jenna Larson:So where we see the scaling is on the outreach, then where we see the human is on the outbound response.
Jenna Larson:Right.
Jenna Larson:So lots of cool ways that you can do that.
Jenna Larson:But again, we will, like, die on the hill.
Jenna Larson:Is that what you say?
Jenna Larson:Die on the hill?
Jenna Larson:I don't know.
Jenna Larson:I always scrub the saying.
Host:Never heard of that expression before.
Jenna Larson:Well, I probably said it wrong, so maybe that's good.
Jenna Larson:That's, like, part of the Jedi experience.
Host:I want to follow up on that.
Host:So, personalization.
Host:So you mentioned you can.
Host:You've got a way how you can make the messages unique.
Host:We know there's a thing like spin text.
Host:I assume that's one of the ways.
Host:But what about AI?
Jenna Larson:Oh, our eye is legit, and let me tell you.
Jenna Larson:So I don't know that I even shared this.
Jenna Larson:So, group track has, I think, gosh, like, this month is our four year anniversary, and so for the past year and a half, we have literally built the tool from the ground up, rebuilding it, making it more intuitive, easier, more features, like, all this stuff.
Jenna Larson:And so we're about to launch it in September, which we're so excited about.
Host:Nice.
Jenna Larson:Once we launch the new tool and we work all the things out, we get everybody migrated over.
Jenna Larson:Our development team is going to be doing a three month sprint on just AI, but.
Jenna Larson:So it's going to be like, 50,000 times more advanced than it is now.
Jenna Larson:But let me tell you what it is now.
Jenna Larson:So when you open group track, there is a little tab that says, set up and train your AI, and it's going to ask you questions about your business, your target client, the market, words that you use, your offer, things like that.
Jenna Larson:Right then it's going to ask you things about your tone of voice, or, like, it even asks you, like, your Myers Briggs and, like, all sorts of personality things, so that it really is going to come.
Jenna Larson:Like, I.
Jenna Larson:Mine is, like, marked as, like, the creator, like the, you know, in innovator and idealist.
Jenna Larson:So I'm very, to the point, very blunt, you know, that type of thing.
Jenna Larson:And you fill all of this out.
Jenna Larson:The other thing that you can do is it will pull in your pipeline and you can tell the AI what do you want to have this lead experience at each step or each point in your process.
Jenna Larson:And so what's incredible is, as you're bringing the leads through the system, AI is able to say, hey, based on where they are in the pipeline.
Jenna Larson:We think this should be the dm you send next.
Jenna Larson:And then it will give you those suggestions.
Host:Okay.
Jenna Larson:It'll also look at your contact card and look at the tags you've applied, the messages you've sent, and again, where they are in the pipeline.
Jenna Larson:And that's how it's going to give you your next best message.
Jenna Larson:So it's crazy.
Jenna Larson:And I know the things that we have scheduled to be released once we release 2.0, it's gonna be so crazy, we cannot even wait.
Host:Very exciting.
Host:I had a conversation with Tyshe and he was on an episode.
Host:Actually, he's.
Host:He was just released a couple of weeks back on an episode.
Host:I'm talking about it as if it already happened.
Host:I just gotta finish it anyway.
Host:It's weird talking about the past where it hasn't happened yet.
Host:But his specialty is cold email using, using a bit more sophisticated stack, tech stack.
Host:So, you know, normally cold email, you might use something like instantly, but he took it to another level.
Host:Things like clay.
Host:With Clay, you can.
Host:You can basically plug in other different data sources and to fully enrich that data, point that one column, that one, sorry, that row per contact.
Host:And then that means there's more data and you pass it over to AI and that can create these even like super personalized outreach called email messages that are highly effective.
Jenna Larson:Yeah.
Host:So I think, okay, that makes sense to do that when you're reaching out called email.
Jenna Larson:I wonder how he just the other day, and he's like, oh, my gosh.
Jenna Larson:This plus group track, he was like, in our ear the other day.
Host:That's funny how you know him.
Host:Awesome.
Host:You know?
Host:So I wonder, like, if you had that capability to add data enrichment through other sources of data and then link them up, correlate them properly to the person, to the right person, whether that be like, you know, because if you have a conversation in DM's and then suddenly you drop some insight about them, that you found out that.
Host:And it might be like, oh, you know, like, that must be interesting.
Host:I probably wouldn't work.
Jenna Larson:Yeah, that'll be interesting.
Jenna Larson:And I do know that we have some data.
Host:Oh, that's creepy.
Host:How do you know that?
Jenna Larson:Yeah, well, here's the, here's the flip side.
Jenna Larson:How many messages have you gotten?
Jenna Larson:That was like, hey, I just looked at your profile and my team and I think you'd be a great fit for whatever.
Jenna Larson:Right?
Jenna Larson:And then they're like, no, we really think we could teach you social media outreach.
Jenna Larson:Or I get one all the time, like, oh, my gosh, do you want to use our Facebook, you know, CRM?
Jenna Larson:And I'm like, you clearly did not take 30 seconds to look and see that I own a tool.
Host:It's just copy paste.
Host:Yeah.
Jenna Larson:Right?
Jenna Larson:So it's like, which.
Jenna Larson:Which evil do you want?
Jenna Larson:You know what I mean?
Host:It's like, yeah, it's annoying.
Host:Yeah, yeah.
Host:It's the same.
Host:Same example of the.
Host:The experts.
Host:The.
Host:The.
Host:One of the experts in high level community where they reach out to me.
Host:It's like, I see that you've just signed up for high level.
Host:I'm an expert.
Host:I'm like, dude, like, have you looked at what I do?
Host:I sell premium snapshots to agencies.
Host:And I've been.
Host:It's annoying.
Jenna Larson:Yeah, no, it's crazy.
Jenna Larson:And so that's the thing, right?
Jenna Larson:It's like, okay, if we do a little data enrichment, they're going to have more information and, you know, but would you rather someone actually take that time and be like, hey, I see that you own group track and you do this, and da da da.
Jenna Larson:How can we collaborate versus trying to sell them a competitor's tool?
Jenna Larson:It's like, come on, people.
Host:Jenna, we are nearing on an hour.
Host:I've got a couple of rapid fire questions.
Host:This is a new thing I started to do.
Host:And we've got also some regular segments, so we'll see how far we go.
Host:But these are high level related questions.
Host:You've been high level for how long?
Jenna Larson:Well, we've integrated with high level, gosh, over a year, maybe two years.
Host:Yes.
Host:Do you use high level, like, for your business?
Jenna Larson:I personally do not know, so I'm not going to know technical stuff.
Jenna Larson:But we have an official partner.
Jenna Larson:That is everything.
Jenna Larson:Group track plus high level.
Jenna Larson:So as we get the questions that come in, we send everybody to her because she is the genius of how to use group track and high level.
Host:Okay, great.
Host:Okay, so we'll move past those questions, and that kind of moves us to really the only segment question I wanted to ask you, which is this segment, we have a segment called move the needle, where we discuss, you know, impactful strategies that drive business growth.
Host:You've already shared, you know, you already shared everything to do with organic cold outreach.
Host:But I'm curious because also your background incorporates.
Host:You've been TEdx speaker.
Host:Maybe we can dive into some, you know, go back in history and there might be some nuggets, some strategy non related to what you do now.
Host:Would you.
Host:Would you think of one?
Host:Could you share one that, you know, like a specific strategy that really significantly contributed to your success.
Jenna Larson:Yeah.
Jenna Larson:You know, and I would say, like, business strategy, I will say this, you know, everybody in the world is a coach now.
Jenna Larson:Everybody in the world, because everybody's a coach, must be a content creator.
Jenna Larson:And so the space is very noisy, right.
Jenna Larson:And I think it's very frustrating for people that are like, dude, I just want to be a really good coach on marriages.
Jenna Larson:I just want to really.
Jenna Larson:A really good coach on whatever, right?
Jenna Larson: you're not getting clients in: Jenna Larson:And so I know that there's a lot of frustration.
Jenna Larson:And so everybody's telling you, content, content, content, content.
Jenna Larson:Right?
Jenna Larson:Well, I like to work as lazy as possible.
Jenna Larson:We call it efficient.
Jenna Larson:I call it lazy, whatever, right?
Jenna Larson:But I want to play with my kids.
Jenna Larson:And so, you know, as I was mentioning before, I don't truly believe that you have to sit and create all this content.
Jenna Larson:I think that so much of what you do, for example, when we go live every week, we just repurpose all of that into our reels and all the things, right?
Jenna Larson:But here's the thing.
Jenna Larson:If you've bought into this idea that you have to be everywhere, all the time and all the content, I'm just going to, like, lovingly shake you on this one thing, which is if you're going to do all that work to make the videos, produce some, edit them, post them, pray to the algorithm, whatever it is that you're doing for the love, follow up with the people who engage.
Jenna Larson:Right?
Jenna Larson:Because if you do all that to just put a post on social media, you are not going to actually make money.
Jenna Larson:And so this is the thing.
Jenna Larson:I look at all these influencers that like, sure, cool, you have millions of views.
Jenna Larson:But my question is, do you have millions in your bank?
Jenna Larson:Right.
Jenna Larson:And a lot of them don't, because what they're focused on is the vanity metric.
Host:Yeah.
Jenna Larson:How many eyeballs, how many views, how many likes, how many loves?
Jenna Larson:What I don't see on a lot of them and I do on some is where is the reaction to the comments?
Jenna Larson:Why are you not in the, you know, in the comments being like, yes, I agree.
Jenna Larson:Thank you so much.
Jenna Larson:What was your question?
Jenna Larson:Da da da.
Jenna Larson:Have a conversation with these people, whether it be in the comments on the post or in the DM's.
Jenna Larson:Right?
Jenna Larson:Again, I just don't understand, why do we do all this work and then let it stop, right?
Jenna Larson:Fortune's in the follow up.
Jenna Larson:Right?
Jenna Larson:And so again, when you're doing this content track, the people who are engaging with you, you know what I mean?
Jenna Larson:Those are your warm lead.
Jenna Larson:And it's like, why would we go chase cold people who know nothing about us, you know, and are probably irritated by our outreach if it's completely cold.
Jenna Larson:When you have someone who has taken the time to watch your stuff, comment on your stuff, like, those are the people, we call them yellow cars.
Jenna Larson:Right?
Jenna Larson:It's your ideal client.
Jenna Larson:When they're literally sitting there telling you, honking their horn and saying, I'm your ideal client.
Jenna Larson:I have the problem you're talking about, or I have the goal that you can help me achieve.
Jenna Larson:We've got to follow up and track those people.
Jenna Larson:And so whether you do it with a spreadsheet, which would blow my mind, or use a tool like group track plus high level, it's going to be the game changer.
Jenna Larson:But whatever you do, if you're gonna do the work, finish it up by engaging back and making an offer if appropriate.
Host:Yeah, and by the way, by the way, even the spreadsheet works.
Host:But obviously it's not that scalable.
Host:Like, I've worked for an agency a couple of years back.
Host:It was a short standing because it, you know, we ended up moving, you know, separating in ways for personal conflict of how, you know.
Host:Anyway, it didn't work out, but it was, it was an agency that helps small boutique, like a functional training studios.
Host:And so I got on board and my task was like, hey, help us generate more leads, help us generate more studios.
Host:So I was, you know, applying that same principle, like outreach.
Host:Yes, no question this and that question, open ended question through the DM's with owners of these cities.
Host:I always had to find them, but not that really that difficult, you know, if you know what to go, where to look.
Host:And, and then, and then I had a spreadsheet.
Host:So I had two monitors and I was like this, okay, and then people apply.
Host:Now I'm having conversation that led into a booking and I.
Host:It worked.
Host:And we close by as clients.
Host:So guys, like, if you're listening, because at the end of day, it's not just us here talking about.
Host:I always like to focus on, hey, guys, like, you're here with us here the whole time.
Host:You know, we just, we just talked.
Host:But guys, if this works, like, I can, I can definitely vouch for it.
Host:Not just because I believe, but I believe in it.
Host:But I've actually, I've actually done it myself.
Host:I didn't do it at scale, like, you know, using a tool that allows do that, but it definitely works.
Host:So, Jenna, you've shared a lot of good insights about the product that you offer.
Host:Now, I bet you'll be people interested, people listening.
Host:They're like, give me the link.
Host:Give me the like.
Jenna Larson:About it.
Jenna Larson:I'm going to paint, like, the most beautiful picture you guys imagine.
Jenna Larson:You literally hover over anybody's name anywhere on Facebook or Instagram and instantly add them into a little sidebar that pops up on your screen on top of the platform, and that person is now in your pipeline, in your CRM.
Jenna Larson:It's crazy.
Jenna Larson:So imagine again, it's like you are working where your people are instead of, like, copy paste, losing, you know, all the craziness.
Jenna Larson:So absolutely, if you guys want to grab a free trial, the coolest thing, because I know, like, when we talk about, like, another CRM, right, our number one, you know, objections are time learning another tech, all of those things.
Jenna Larson:And so we crushed those objections pretty well.
Jenna Larson:So one of the things that you'll see is when you sign up for a free trial, we immediately take you through a self guided onboarding.
Jenna Larson:It's one of our things that we're most proud of.
Jenna Larson:And we get, like, the greatest feedback on almost every day, because what we do is we walk you through these very baby bite sized things that are going to get you to use the tool immediately.
Jenna Larson:So we're going to say, go add Jenna as a friend, send her this DM template we've given you.
Jenna Larson:And so we really get you using the tool immediately so that you can be like, what the heck is this crap?
Jenna Larson:Like, it's so good, right?
Jenna Larson:Because we want you to feel like, okay, I can do this.
Jenna Larson:It's not so difficult.
Jenna Larson:So our onboarding is incredible.
Jenna Larson:And so I want to just kind of take away the fear of that.
Jenna Larson:And of course, it's very quick.
Jenna Larson:It takes about 20 minutes if you do it just sitting, and you kind of get through it.
Jenna Larson:And then we in our Facebook group, where everybody is welcome to join.
Jenna Larson:We do weekly free trainings where we support you, we help you, we give you strategies and all the things.
Jenna Larson:So.
Jenna Larson:So our clients are pretty well taken care of.
Jenna Larson:So grab that free trial.
Host:Well, that all sounds nice, but what's the link?
Host:What's the link?
Jenna Larson:Oh, yes, yes.
Jenna Larson:Well, we're going to give them a special link, so we'll drop that.
Jenna Larson:Yeah.
Host:So, guys, so the link is going to be, if you head over to highlevel experience.com group track, you'll be able to find out more, more details about the offer and how you can, you know, how you can, how you can claim the trial.
Host:Now I'm going to sweeten the deal.
Host:This is first, if you're a first rodeo on this podcast, if you haven't listened to past episodes, then you haven't heard me talking about this.
Host:But this is, I've got a couple of lead magnets too.
Host:Obviously.
Host:There's one that I've been promoting lately and it just seems to be, you know, a little interest for it.
Host:It's, it's a deep links generator.
Host:It's nothing too fancy.
Host:It's a spreadsheet with about 80 rows in it.
Host:And what it does, it gives you direct links that you can dynamically generate for your white label because you know, with high level, the idea is that you resell it right under your own brands.
Host:That means you should have instead of gohighlevel.com comma URL like app dot gov.com URL, it should be your own white level domain, right?
Host:So you just replace that white level domain in a spreadsheet.
Host:There's a little feel for that and that's going to regenerate all those deep links.
Host:And those are basically, you know, Highlevel has so many amazing features.
Host:You know, social media scheduler might be one or affiliate manager or all these different features and obviously you're signing up your customers onto your white level version of the software, right?
Host:But when they start with you working the first time, you know, obviously you want to onboard them and you want them to start utilizing the software.
Host:There's one of the really critical KPI's when it comes to software is time to, time to forget the name.
Host:But it's basically how quickly can you get somebody to learn the platform because quicker they learn the platform, quicker they're going to succeed, much longer they stay reducing, churn, all that, right?
Host:And so the way I do it, I've got this thing called a weekly business growth check, right?
Host:It's just a simple automation that I created just part of this snapshot there also for a SaaS agency system you can check it out.
Host:But anyway, I just created something I wanted to be like, hey, I want to be every week, I want to be in all my customers in books once a week and do it like diligently every week but not be same email every week.
Host:So it kind of varies.
Host:Like beginning of the month is like hey, how did you go last month?
Host:You should check in on your progress.
Host:But by the way, here of core things.
Host:Core four things that we recommend.
Host:Regardless of what, you know, business, industry you're in, these four things are really basic.
Host:And, you know, if you haven't got marketing campaigns, anything built, just these four things.
Host:Check your pipeline, check your conversation box.
Host:Make sure that you've got some content scheduled through socials and send some review requests.
Host:So it's just a simple thing and it's just generic.
Host:It works for everybody.
Host:But in that email, when we say, do those four things, we also include direct links to them.
Host:And those direct links are those deep links.
Host:So sorry for long winded explanation, guys, but that's what it is.
Host:If you got the, if you've got the grasp of it and you can see the value in it, it is yours.
Host:Just, just opt in for it on that same page.
Host:High level experience.com group track.
Host:Find about everything that Jenna offers.
Host:This is amazing.
Host:Platform group track.
Host:Get on a trial and start winning.
Host:Organic outreach and organic way to generate leads because it's, it's effective works.
Host:And then if you scroll further down, you can opt in for the deep links generator, guys.
Host:So, Jenna, we are at the end.
Host:We are at the end.
Host:We've done it.
Host:This is an hour and I like to keep it to an hour these days.
Host:So thank you so much for, for being on.
Host:This is, you know, very valuable.
Host:Most of the folks listening are high levelers, you know, newbies all the way to season, experts and, and, you know, we can all appreciate, you know, vendors like you who are making, making amazing tools to make our game, our business entrepreneurship game better.
Jenna Larson:By.
Host:The one thing I forgot to ask you, actually, one thing I forgot to ask you, do you have it as a white level solution?
Host:Can I resell this to my end clients?
Jenna Larson:We do.
Jenna Larson:Yeah, we do.
Jenna Larson:It's not.
Jenna Larson:I know a lot of people want, like, free sub accounts.
Jenna Larson:We don't do that in terms of, like, you get it and then everybody on your system does.
Jenna Larson:I know that's a big thing high level clients have been asking for, but we do have a really cool resell option and it's a little bit of a co brand because we want to make sure we do all the customer support for you, but that's definitely something you guys can reach out about as well.
Host:Okay, great.
Host:That's excellent, because that would work specifically for coaches that you have as customers on your y level, right?
Host:Coaches consultants?
Jenna Larson:Absolutely.
Jenna Larson:Yeah.
Jenna Larson:And I would say, in fact, every single partner that we've ever brought on as our co branded, it's not quite weight level.
Jenna Larson:Every single one of them uses high level.
Host:Excellent.
Host:Well, that's great.
Host:That's great.
Host:So, guys, check it out.
Host:Reach out to Jenna if you're interested in that.
Host:Maybe join her group and experience what it is to be part of a group.
Host:That's well, Rantaine.
Host:And with that, guys.
Host:Jenna, thank you so much for being on.
Host:Guys, thank you for, you know, listening to today's episode on the high level experience.
Host:If you enjoyed today's episode, then please share it with your fellow agency mates and other high levelers that, you know, you think would also benefit from listening.
Host:For show notes, links, and extra tips to help you grow your agency or your SaaS with high level, please go to highlevelexperience.com if you want to check out my stuff.
Host:I sell premium Ghl snapshots.
Host:I've got a whole bunch of stuff there.
Host:So just head over to my website, vitmallo.com, for the offer.
Host:For today's offer, the free trial of Grouptrack.
Host:Once again, highlevelerexpans.com grouptrack.
Host:Find out everything about there.
Host:And with that, guys, thank you so much for listening and have a great rest of your day.
Host:Everybody.
