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Media and Communications

De-mystifying Facebook Ads

De-mystifying Facebook Ads

– And today I am joined
by the one, the only, the amazing rainmaker Adrienne Richardson. Now if you guys don’t know Adrienne, Adrienne is responsible
for all of the advertising that we do at Clients on Demand. So she is our head of lead flow and getting new leads and
new clients and advertising, and anything about attracting new clients and getting them in the door. That is Adrienne’s area of mastery. And not only does she do that for us, a lot of people don’t know this, but Adrienne is also the one
who is coaching our clients on how to make their
advertising more successful. So it’s fantastic,
because I get to leverage her expertise here in the
business to grow our business, but then our clients also get to leverage Adrienne’s expertise to grow
their business, as well. And so what we wanted
to do today is come on and talk to you about Facebook ads. And first of all, why
you should be using them if you’re not. But also, if you are, or
if you’re about to start using Facebook ads, Facebook is actually, there’s a lot of big changes
that are going to be happening in the fourth quarter of
2017 that we want you guys to be aware of so that you
don’t get caught off guard. Facebook’s going to be
getting a lot more competitive and lot of stuff’s happening. So anyway, Adrienne, welcome. It’s fantastic to have you here. Why don’t you just, real quick, give us a rundown of why
people should be advertising on Facebook if they’re not. – Hey guys, so thanks
for having me on, Russ. Well, the number one thing with Facebook, why everybody should use it, is because it’s so accessible. I mean, any business that
has five or $10 a day can jump on Facebook and literally reach anybody in the world. So you’re not limited
to just your local area or your state or anything like that. You can reach people everywhere. And like every, what is it
like 1/10 of the population on Planet Earth is on Facebook. So there’s nowhere else
that you can reach people better than on Facebook at
such an affordable price. – Yeah, absolutely. And guys, just in case you don’t know, Facebook has been the cornerstone
of our online advertising and lead gen for pretty
much the last four years. And we’ve been able to
very, very consistently earn back $10 to 15 in revenue for every dollar we spend on Facebook. And that’s not easy to do. You might be able to do that, you know, like if you’re having a
launch and you’re rolling out something that’s especially hot, you might have a bunch of people buy it over the course of a couple of months to get that kind of ROI. But I don’t really know
anybody that’s been able to do this predictably and
sustainably as we have. And so a lot of people
who comment to clients on the manner, a lot of people
who reach out to talk to us, they wonder whether their
ideal audience is on Facebook, whether they’re reachable on Facebook. I have to tell you, pretty much everybody
we’ve ever worked with has been able to reach
their ideal target audience on Facebook, whether
they’re in B to C or B to B, or whatever it is. The only time you wouldn’t
want to use Facebook to target your ideal
audience is if that audience is really, really small. Like hey Russ, I want to target the owners of pizza parlors within a
ten-mile radius around my house. Okay, well that’s probably like 20 people. So Facebook wouldn’t be
the best way to do that. But for almost all of you out there, if you’re not using Facebook advertising, you really, really, really ought to start, because it’s the simplest and fastest and most direct way to
reach the exact clients and customers that you’re looking for. So I mentioned that there’s
some big, big changes coming up in the world of Facebook. And you just talked to your Facebook rep about some of these things. Why don’t you break down for us what can we expect in quarter four. What’s changing for the
people that don’t know? Well, every year, quarter four, we always see a little bit
of an increase in ad spend, a lot of people advertising products and stuff for Christmas. So there’s typically a lot
more competition in Q4. But according to my Facebook rep, they’re expecting to have more
advertisers join the platform during Q4 than ever before. And what happens when you
have more and more advertisers joining, right now they have
more advertisers joining than new users joining. So the advertiser base is
growing at a faster rate than the user base. The users are pretty
much staying the same. And Facebook Live has brought
a lot of the young people back to Facebook. So they have gained more users back. But the advertising
rate is growing faster. And so in Q4, according to my rep, it’s going to be quite
competitive this year. So it’s going to be really,
really important for you to be able to stand out in the crowd so that your ads are getting the attention and your ads are getting the clicks, because it’s going to get pretty
hairy these last few months. – So guys, it’s just like any other, any other market or any other, you know any other marketplace where the demand for advertising
space on Facebook is getting higher and higher
and higher as people begin to realize what an
effective ad medium it is. And so it is going to
get more competitive, and it is going to get more cutthroat. But here’s the thing,
within that is a massive, massive opportunity for you, because most of the
people who are advertising on Facebook have no idea
what the hell they’re doing. So if you can come in
there and actually have a really great strategy and
come in with some expertise and some proven principles that
you know really, really work you can have a tremendous edge
over all of these new people that are just jumping in who have never really done it before. So that’s sort of what we
wanted to talk about today. I mean, that’s true, right? – Yup, absolutely. I mean, if you, and we’re going to talk about
a few things that you can do to make sure that you stand out and you’re grabbing attention, because those that are
able to grab the attention of the audience are going to
be getting the most clicks. And as we know, Facebook rewards you. The more clicks you get, the
lower they drop your cost. So if you want to really
keep your costs down with Facebook ads, it’s going
to be very important for you to be able to get a lot
of engagement on your ads and lots of clicks. And so it’s going to really
be important for you to put a lot of effort into
doing it the right way. – Yeah, so just so you guys understand, one of the basic principles
of Facebook advertising is that whatever your ad is, the more people who are engaging with it, the more people who are clicking on it, the more people who are
interacting with it, Facebook goes, oh, well, this is content that people are interested in. They’re engaging in it, they like it. So Facebook will actually reward you with cheaper clicks. It’s very important that you
guys understand that principle. Because the more competitive things get, the more expensive clicks are
going to get for everybody. But if you can have ad copy and images and all these things that
are super, super compelling to your audience, you can
over come that competition and still get clicks at a very,
very, very affordable price. So if you want to do that, there’s a few things
that you have to dial in. And we’re going to take you through them one-by-one right now. So Adrienne, what’s the first thing? You mentioned the right audience. – So as usual, targeting, I mean targeting is super important when it comes to Facebook. That’s one of the big
mistakes that people make is that they do, they go too
broad with their targeting. And they try to reach
everybody and anybody instead of really dialing
into a specific niche. So when it comes to your
targeting, number one, lookalikes are a really good audience for you to be testing right now. So you can do lookalikes of your list, lookalikes of your fans,
lookalike of anything you, any asset that you have on Facebook. – So tell everybody what
that is really quick, just in case they don’t know. – Sorry, yeah. So a lookalike is when you
take an asset that you have. So maybe you have an email list. So you have a bunch of emails or you’ve got fans on Facebook, or maybe you’ve got a
pixel on your website that’s like tracking people
that visit your website. So any asset that you have
that is a group of people, you can upload that to Facebook. And then you can create
a lookalike of that. So what Facebook does is
they find all of the things that that asset that you’ve uploaded, Facebook finds all of the
things that they have in common. And then they go out and
they find more people just like those people. And you can create an
audience, a lookalike audience of a million people, two
million people, and up. And so Facebook will go out
and find millions of people that match that criteria. And then you can run ads to them. So lookalikes are really, really powerful, especially if you have a strong base that that audience is being created from. So, you know, if you’ve got
an email list of 1,000 people or more, 5,000 people,
the bigger your list is, the stronger the lookalike is going to be, because they have more people, more data to base that lookalike on. – Facebook basically takes your list, or whatever you give
them, and then they go out and they find all of the other people that sort of lookalike,
look like your audience. And then that creates a custom audience that you can then advertise
to at a cheaper price than if you were just using Facebook’s normal targeting options? – Yeah, definitely. It depends on how strong the lookalike is. If it’s a really weak lookalike, like if you upload a list of 100 people, then it’s going to be a
pretty weak lookalike. But let’s say that you sell
products, or something, and you’ve got 1,000 buyers that have bought a product from you, you create a lookalike
from those thousand buyers, those are people that
actually spent money with you. So it’s going to create
a very strong lookalike, because now it’s a lookalike of buyers, not just of people who
opted in for a freebie or something that’s on your list. Same with fans. If you have people that are
following your Facebook page and you create a lookalike of them, it’s creating a lookalike of people that have already taken action and said, I’m interested in this
topic or this person or this company, by liking your page. And so that will also make for
a strong lookalike as well. – So then, what about the people that just don’t have anything. They’re just starting out. They don’t have a list, they
don’t have a bunch of followers and they’re kind of just
starting from scratch. But they know advertising
on Facebook is this mass of shortcuts, that they don’t
have to spend all this time blogging and doing all these other things that we sort of like tell people not to do when they’re first starting out. So when you’re first
starting out, how do you, where do you start, then, with
the targeting on Facebook? – When you’re first starting out, you need to take some
time to do some research. You know, where does your
audience hang out on Facebook? What other pages or people do they follow, or companies do they follow that’s related to the problem that they have? Where are they going already
to try to find the solution? So you need to sit down and take some time to research your audience and find out what those things are. And then you can target those things specifically on Facebook. – So your audience has a problem. They have a problem that
they’re coming to you to solve. And then you ask yourself,
well, if I had this problem, where would I go to fix it? Who would I follow? What blogs would I read? What websites, what books? Where would I go specifically
to solve this problem? So that’s very interesting, because the way that you teach it and the way that we teach
it at Clients on Demand is a little different, I
think, than most people do it. Most people just say, okay, well, what else is your audience interested in? In other words, if you’re
targeting business owners, well, you might go, okay, well
business owners read Forbes. Therefore, you know, perfect. But what we found in the
past is that doesn’t work. Do you want to talk about why that is? – Well, when your audience is too broad, so a good example is,
let’s say, like you said, someone, maybe you help
people put systems in place in their business. And you think, well,
business owners read Forbes, so I’m going to target Forbes. It’s not that it won’t work. That’s just not where you want to start. You want to start with
something more specifically. So if people are already, if they have this certain
problem in their business. Where are they going to
find the solution to that? And because that way, everybody
who’s following that person has that problem. If you’re trying to help
people fix their marriages and you say, well, married
couples watch HGTV, right? They’re watching Fixer
Upper and other shows to figure out how to do
things in their home. So married people follow that page, so I’m going to target HGTV. Well, not everybody who follows HGTV has marriage problems. So you’d be better off
targeting a magazine or a page or an expert that deals specifically with relationships. Because then if I’m following that person, I’m interested in improving
or working on my relationship. If I’m following HGTV,
I may have a problem with my marriage, but I also might not. And so the mistake that people
make is that they target the person instead of
targeting the problem. – That’s a huge, huge,
huge shortcut, guys. I hope you guys wrote that down and understood that. Is that you don’t want to look
at your audience and think, well, what else is this
person interested in? You want to look at the
problem that your audience has and say where would they
go to fix this problem. And that’s where you should
start your targeting, because you’re much more
likely to reach people that actually have the
problem that you solve. Where you’re not just reaching
any old business owner, but you’re reaching a
business owner that is trying to fix the processes in his business. You’re not just reaching married couples. You’re reaching married
couples that are trying to fix their marriage. That’s a huge, huge, huge shortcut. Okay, so that’s where they start. They get that put together. And then the next thing you mentioned was having the right copy. What do you say in the ad? And why is it so important, first of all, to have the right copy there? – So the other half of targeting
that nobody ever considers is actually what your ad says. Because you can only do so
much with your targeting on Facebook, now you
need to have your copy do the heavy lifting of
then attracting the people within that group that have
even a more specific problem. So the copy is really
important to number one, be put in the words and the
language that your audience, how they would talk about the problem. If we talk about the problem from a sense of how us as the experts
talk about the problem, it’s going to go right over their head. And so as things get
more competitive in Q4, it’s really going to be important
for you to be saying things that are compelling, that
grab their attention, that make them curious, and that attract the right people. So one of the reasons
that Facebook can get really expensive when
it’s not working for you is you’re getting the wrong
people into your funnel. And often, we want to blame it
on the targeting on Facebook or Facebook just doesn’t work. Everybody has all these conspiracy
theories about Facebook. But the truth is that you can’t
rely on the targeting alone to bring you the right people. And so the copy has to
really be done in a way that grabs their attention, that makes them say,
oh, this sounds like me. Like they’re shaking
their head, nodding yes. When they’re reading your
ad, it sounds like them, and they feel like you understand them better than they understand themselves. And if you can’t do that,
you’re not going to be able to capture the attention of
all these people on Facebook right now and all the other
people that are competing against you to reach that audience. You’ve got to have copy
that is compelling, grabs their attention, and makes people want to click. You know, I always say
that the ad has one job, and that’s to get the click. People, so they’ll try to
do too much with their copy and convince them to take
whatever the next step is, whether it’s to watch a
webinar or book a call or whatever they want the
person to do in the end, they’ll try to do that in the ad copy. And so it’s really important
for you to remember that the ad has one job. That’s to get the click. So you need to say what you need to say to get the right people
that have the right problem clicking on your ad. – And guys, and what Adrienne said, too, I just want to elaborate on a little bit. It’s all about describing the heaven and describing the hell
better than your audience can. So here’s what I mean when I say that, and this is what we teach
at Clients on Demand. Is that right now your
client, your potential client has this terrible problem
that they’re trying to fix. We’ll call that the hell. When you can describe someone’s problem better than they can,
they automatically assume that you know the answer. So the more specifically and
powerfully you can describe what their day-to-day life is like, the more they’re going to respond to it, the more they’re going to go oh my God, this guy really gets me, the more they’re going to trust you. And that trust is a very powerful thing because that trust isn’t based
on letters after your name or diplomas or anything else. That trust is based on
the client understanding that you understand what
they’re going through. And that, to me, is the most
powerful kind of expertise that there is. And then it’s just as
important to be ultra-specific about the heaven. That’s the outcome that
you’re bringing the client to. What does it look like when
their marriage is saved? What does it look like when
they’re in the best shape of their lives? What does it look like
when all of the businesses, all of the processes in their business are running like a well-oiled machine, and they have clients coming in the door every single day like clockwork and the revenue’s flooding in, and they have all this freedom? What does it look like? And the more vividly and
clearly you can describe both of those two places, the more compelling your
ad copy is going to be. – And it’s really
important to talk about it in the way that the client talks about it. Like you said, what is
their heaven and their hell, but not in the way that
you would describe it. And one of the things you
call that consultant speak. You know, when we’re using
the jargon and the terms for our industry, you really
want to try to stay away from doing that, because
it doesn’t have any kind of emotional impact on someone
when we use those big words. Like it may make you
feel like you’re smarter and you may think it’s
making you look like you’re an expert and you know
what you’re talking about. But if it doesn’t have any
emotional impact on them, then it’s just going to fall on deaf ears. – Yeah, and we see this
all the time in COD when consulting with people. Especially in the consulting
world, they come in and they’ll try to run an ad like, I don’t know, business owners, do your teams lack cohesive productivity? And it’s just like what? It would be so much more
powerful if you ran an ad that just said hey business owners, do your employees hate each other? Every single day when you
come into the workplace, is the air thick with the
drama between your employees in so many words that are unspoken? You know what I mean?
– Yeah, nobody’s sitting around saying, “I wish we
had cohesive productivity.” That’s now what they’re
sitting around wishing they could figure out. They’re like, how the
heck do I get these people to work together and do
what they’re supposed to do and get great results? – Yeah, so guys, just to sum it up, be very clear in your ad
copy about who it’s for, about the outcome that
you’re getting them to, and describe it in words
that they would use, and about a problem
that you’re helping them get away from. And again, describe it in terms
of the words they would use, their day-to-day
experience of this problem. Stay away from that consultant speak. Stay away from all of those big words. You know, speak to the gut,
emotionally, viscerally. Your words should have punch
and power and emotional force. That’s what sells people. Even in the most sophisticated
markets, that would I do. Even if I had an offer
for a rocket scientist or engineers, or the most
logically brainy people on the planet, I would still
target them emotionally, because that’s what people respond do. So then, in order to go with
the copy that you’ve written, this brilliant copy targeting
your audience perfectly, you also need the right image. Now why is it so important
to have the right images in your ad, Adrienne? – Well, the image is what’s
going to make you stand out. So think about your own
behavior on Facebook. As you’re scrolling through on your phone or you’re scrolling
through on the computer, the first thing that
typically grabs your attention is the image. And that’s what gets
you to stop scrolling. And as things become
more competitive in Q4 and there’s more and more advertisers, more and more advertisers, it’s going to be really
important for you to stand out. So the image in number
one key in standing out. You want to choose images
that are very bright and colorful and that are
going to literally make people’s eyes draw into them. And I try to choose images, so number one, you want to
test lots of different images, because usually the picture that you think is going to be the best
one, the greatest picture, you test and it like totally bombs. And that picture that you
chose that you’re like eh, I don’t really like this
one, it usually wins. So when it comes to images,
you want to test a lot. Because it’s not based, you
know, you shouldn’t pick what you think you would like. You want to pick based
on what your audience is going to respond to. And so test images. Number one, like I said,
bright and colorful. But test images that paint the picture of what their heaven is, but also maybe of what the hell is if they don’t fix this problem. Choose maybe what their
life will look like once they’ve solved this problem. Or choose what their
life looks like right now as they’re struggling
through those problems. There’s a wide range of things, but the most important thing
is that it’s got to stand out in the news feed and you’ve
got to do a lot of testing. – So don’t give away any secret sauce, but what kinds of images do we find at COD tend to work really well, just ballpark. – Lifestyle images. So, like I said, what do they
want their life to look like. Those typically work really
well, are lifestyle images. – So think about once
they’ve gotten this outcome and solved this problem,
like what’s an image that just really encapsulates and captures how great life can be. Every time we keep coming back to those. And we try different things, but we keep coming back to
those because they just work. – Yeah, I mean, we’ve been
doing this a long time now. So I’ve tested everything
under the sun from (laughs) crazy superhero pictures
to dog pictures to skulls. You know, we test
everything under the sun. Because the key is, and here’s the thing. Yes, you want the image to stand out. But I don’t want you to get too crazy, because you also want to
try to make it relatable to the topic. So even if you are going
to choose an animal picture or some crazy outlandish
picture that you’re like wow, no one could ignore this picture, you still want to try to make
it relatable to the audience, because this isn’t just about
capturing anybody’s attention. It’s we’ve done our job on the targeting. We’ve done our job on the copy. And now we’re getting the
image to kind of solidify that. So when I say use something
that’s attention-grabbing, don’t just choose
something that looks crazy because it looks crazy. I mean, choose something
that’s attention-grabbing in terms of its interests
and its visibility and how colorful, but
also you want to make it related to the copy
and what your offer is. – Yeah, absolutely. I mean, you can put a picture
of, you know, a supermodel or something in your ads and
people are going to click it just because it grabs their attention. But it’s grabbing their
attention for the wrong reason. They’re just clicking it like
it’s an automatic response and that’s not what you want. You want people to be clicking because they’re genuinely
interested in your message. So the image has to
capture their attention, but it also has to make them read the copy that you’ve worked so hard to write. What’s one type of image that
never ever ever does well? – Well,(laughs) pictures of Russ. – Pictures of me.
– We always joke– – Pictures of me never do well. – We always joke that we
should just put pictures of his beautiful wife
in all of the images. But like Russ said, we
would just be getting clicks for all the wrong reasons. But that’s the other thing is
that a lot of experts think that well, I had a great photo shoot. I’ve got these wonderful photos of me. I should use those in my ads. And most certainly you can test them. And I have had people that
their images of themselves outperform stock images. But in our case, whenever
we used pictures of Russ, now we do use pictures of
Russ in our retargeting, and that works really well, because it’s already warmed
up and they know who he is. But when it comes to cold traffic, you could test pictures of yourself, but definitely be testing
lifestyle pictures and things like that, as well,
to see which one does better. We’ve done a lot of testing
in that area and yeah, pictures of Russ work
really well for retargeting, but not cold traffic. I don’t know why, I mean. – Yeah, I do. Because nobody wants to see me. (laughing) Okay, one other thing I
wanted to ask you about, there’s so many people out
there, especially lately, that are saying that video
ads are the way to go, that video ads are always
going to be outperforming static image ads and that kind of thing. And I don’t want to get too
deep into the weeds on it, but this is something
that I want to address, because we are talking
about the right images. What’s the deal there? I mean, what have we
found in all of the ads that we’ve tested? – So, I mean, we’re
always testing new stuff. And the jury’s still out on this. But I can say recently we did
a big test with a video ad on Facebook and in Instagram. And we spent almost $20,000
testing the video ads. And the video ads work really
well for getting engagement. So likes and comments and shares, lots and lots and lots of engagement. But when it came down to our static image compared to the video ad of
who’s actually converting, which is really what matters in the end, we found that the video ads
didn’t convert nearly as much. I don’t have the exact
numbers in front of me, but I know that we had
a fraction of the number of conversions from our video ads compared to our static image ads. And if you’re going to use video ads, and here’s a little secret, if you’re going to use video ads, you can create an audience out of people who have watched your video. So what I would do is if
you’re going to test video ads, make sure that you create an
audience out of those people who watch that video, and then you can retarget them
with your static image ad. So there’s a little free tip there. So I don’t ever like to
say that nothing ever works and be like absolute, because with Facebook, we
all know it changes a lot. And one thing that worked six months ago doesn’t work now and vice versa. So if you’re interested in
testing video ads, go for it. Just make sure you’re watching your stats very, very closely. And you’re judging the success
based on the conversion or the outcome happening
that you’re looking for. Don’t judge the success based on like, holy crap, I’m getting
.003 cent video views. Like, who cares if nobody’s
signing up for your stuff? And that’s the problem right now with everybody is talking
about video ads, video ads. And even my Facebook rep was pushing me, “Oh, you’ve got to do video ads.” And I’m like dude, we test them. And he’s like, “Yeah, I have
people getting .0004 cents “per video view.” And I’m like, that’s
great, but I’m not looking for viewers right now, I’m
looking for converters. – That’s a huge distinction, guys. And you’re going to see this a lot. There’s a lot of wannabe
Facebook gurus, or whatever, out there that are going to be
putting those kinds of metrics in your face, like that’s a big deal. Like hey, do you want
video views for a penny, or a fraction of a penny? And it’s like, well, who cares? Our goal here isn’t to get
people to watch our video. Our goal is to get people
to become a client. That’s why we call the
company Clients on Demand. You know, if it was Video Views on Demand, we could do that all day long. But at the end of the day, we
want more clients in the door. So just pay very, very close attention to what people are saying. What is the result that
you’re looking for? If the result that you’re
looking for is to get tons of people to watch
your videos, then great. But if the result you’re
looking for is to get a new client in the
door, it’s very important that you’re choosing ad strategies that actually get that result. Many times that’s a lot different than some of the stuff than
other people are teaching. – Yeah, that’s really important. Pay attention to that. Because even people that
we think we can trust are putting the emphasis
on the wrong metric. We talk about that a
lot in Clients on Demand is knowing your data, because
you can make decisions and scale a business based on data. But we can’t scale a business
based on video views. So if you’re going to
test them, go for it. But just make sure that
you’re tracking the data and you’re looking at the correct metric when you’re looking at
was it successful or not. – Wow, all right you guys, that was some incredible
gold in here, guys. So just to recap, quarter four 2017 and going forward from there, so it’s not just the last quarter of 2017. It’s actually from this point forward, things are going to get a lot
more competitive on Facebook. The number of advertisers
on Facebook is growing faster than the number of users. And that means that competition
for ad space on Facebook is going to get really fierce. But if you want to
stand out from the crowd and if you want your ads to be successful, you need the right audience. So use those lookalikes
and custom audiences and make sure you’re targeting
a problem, not the person. You need the right copy. Make sure your copy’s
describing the problem the client has better than they can, and being very specific about the outcome that you provide. Make sure you have the right images. And we find the images that work best are images that capture what
their life is going to look like once they’ve solved this problem. Do not use pictures of
me in your advertising, just in case some of you
guys were going to do that. It just doesn’t work. And if you can do those things, guys, you’ve got an excellent
chance of going out there on Facebook and just beating the ass off of all of these people
that are just coming in and don’t know what they do. – Yup, absolutely. – So guys, look, if you want
us to help you with this, this is one of the things that we teach in Clients on Demand. This is one of the things
that we help our clients do. Facebook advertising is one of the things that you’ve got to master
if you want to be able to consistently and
successfully bring new clients in the door. So if you want to work with
me and you want to work with Adrienne to make that happen, I want you to go to russruffino.com/apply. We’ll get on the phone with
you for about 45 minutes, talk about what’s working, talk about what’s not working, talk about exactly where you
can find your ideal clients and how you should be targeting them. And then we’ll come up with
a step-by-step game plan to attract those clients
into your business on a consistent basis, and actually probably at higher prices than you are right now. We’re talking between three and 10,000 for every client who comes in the door. That’s where most of our
clients are at pricewise. So guys, go to russruffino.com/apply. We would love to talk to you. Adrienne, you are the ultimate rainmaker. You are amazing. You keep this whole thing going, and I’m so blessed to
have you on the team. You are a total rock star. And you are the absolute
best in the business. Guys, thank you so much for tuning in. And anything you want to say real quick to everyone, Adrienne? – Nope, thanks, thanks, Russ. See you guys later.
– See you on the next episode. – Bye-bye.
– Bye-bye.

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