A Fully Transparent Look Inside The RB2B Linkedin Ad Account
RB2B Head of Growth, Pete Crowley, is joined by the Co-Founders of Understory, a demand generation agency. Ali Yildirim and Alex Fine take us on a deep dive into the RB2B LinkedIn ad account. They share tracking metrics, spend, persona targeting, and more.
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>> Hello everybody, welcome.
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Welcome everybody, we're just getting our other house in.
I'll be joining everybody in a second.
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I have two Alex here, I'm going to promote them both.
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>> Can you hear me?
>> Can you hear me?
>> Can you hear me?
>> Uh-oh.
>> Why am I in here today?
>> I'm in a state.
>> Please, we have to have Cp.
>> I think you're entering the Zoom call twice there, Alex.
>> Yeah, I don't know why.
>> Can you remove one of them?
>> I'm going to remove, yes, let's kick this one out.
Remove.
>> All right, how about now?
>> What happened, I'll tell you later, don't report.
>> All right, I got you in here.
I'm going to turn my video on here now.
>> You can hear me?
>> I can hear you.
>> That's weird, I literally only joined once, that was strange.
>> Yeah, we're having the greatest technical.
>> It's always me, we make jokes about my technical issues all the time.
>> Is it Ali Yildram?
>> It's Ali.
>> Ali, what is it?
Yildram?
>> It's like Muhammad Ali.
>> Sweet, sweet, sweet, sweet.
>> Yeah.
>> Go, we're going to make him a co-host.
Everybody, chime in on the chat, let us know where you're joining in from.
We're getting everything set up.
We got six of us in here right now.
>> Hey guys.
>> What's up?
>> Hello.
>> Hello, is everyone doing?
>> We're doing the same thing.
>> We're doing the same thing.
>> We're doing the same thing.
>> Yeah, we're doing the same thing.
>> I just want to stop over here, Port wants to sit there.
>> I'm going to get out of the conversation, fortunately, on Atlanta.
If anyone's in, drop in where you're calling in from on the chat.
>> We've got something all right.
>> 10 minutes.
>> I'll say peaches.
>> I'll say peaches.
>> I'm not so off of that.
>> I agree.
>> That's from Montrum.
>> Heck yeah, Rachel.
>> On from India, that's got to be past midnight there.
I'm thinking.
You can let us know.
Well, cheers for joining them.
>> I guess it is.
>> I'm not telling you, I'm not Adam.
I'm Adam's video producer.
Adam is currently in the woods of Aspen.
Doing a little soul searching.
He is off this week.
He and Santosh are both living off the land right now.
So I'm helping get this set up for Pete.
Adam, or Pete, Alex and Ollie.
And we're going to have a great show today.
>> A great show.
Everyone's going to be like Adam, who?
You know, it's just,
going to totally take over the RV to be brand today.
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>> Pete, people are going in there.
Getting more wine here.
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>> All right.
>> The reminder does, so we'll start seeing this blob a little bit right here.
>> Oh, perfect.
And then Ollie, you're free to share all the things like it's only yesterday.
So we didn't get, we Adam's in the woods.
We couldn't run anything by him.
So the answer is yes.
>> To me, it's fair to game show everything.
>> Yeah. >> Is the mod up to that.
>> Yeah, yeah.
>> We like radical transparency here.
I've been shooting with Adam.
If you guys have watched in the Billion Dollar Challenge,
it's something I've been helping him make with Christy,
our main producer on that.
And one of the big things is radical,
radical transparency.
So.
>> All right.
>> I'll share everything except for the Billion Center details.
>> Yeah, you got it.
>> But the spindle show up, I know that's going to show up a couple of times.
So. >> Yeah, I'm going to see how much for setting,
just not the account number.
Yeah.
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>> People are slowly piling in.
Of course, we'll start probably about one minute after the hour.
Keep chiming in, letting us know where you're all from.
I see more people joining in right now.
>> I mean, Bill and Sof are joining in.
>> We have 14.
>> So what's the length?
>> Yeah, the true.
>> Or is there more on the LinkedIn live?
Are we running on LinkedIn as well?
>> No.
>> Here, we're bringing everybody to Zoom.
We like everybody in the same spot.
>> Yeah, here we are.
>> It's not fair to ask questions to LinkedIn.
And people are chiming in here and vice versa.
>> Yeah.
>> Fragment and chats are not good.
>> No.
>> Fair enough.
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>> And we are already recording.
>> And then afterwards too, I am going to post this once it's loaded.
John will post this on our V2V Academy with any supplemental materials that we
have. So that's something I'll announce at the end once everybody fills in.
But is that something that gets done to the usually get processed within the
day or?
>> We get it on YouTube at 9 a.m. the next day.
So tomorrow, 9 a.m. central time, which is 7 a.m.
Pacific time, it goes live on YouTube.
I'll put the not since I am at them today.
I'll do what I ask them to do every time.
And I'm going to put the YouTube channel so you guys can all see where that's
at.
Get the moment here and I'll put it in the chats and we'll link to that at the
end too.
>> We got a few more minutes while we get set up here.
>> Peter, I'm always jealous of your background.
>> Thank you.
>> It's a good.
>> It's hard to try to make it clean but not like.
I couldn't arrange my room in a way where the wall was behind me like a flat
wall.
So yeah, I appreciate it.
I got to organize the book better to be honest.
It's kind of a jumbled in there, but everything around it looks pretty enough.
>> So you can all these have like a four or five shelf bookshelf.
And it's like, I don't know, probably 15, 20 feet wide.
And it's completely color coordinated like thousands of books.
It's insane.
>> Really?
>> Yeah, it's been a weekend one time just like going through everything just
to make it look aesthetic.
>> Yeah, I want to see a picture of that.
>> Yeah, I'm going to drop that dress and hit it in our slide.
>> All right, that's good stuff.
>> Yeah, there's something very common about trying stack of books.
>> Yeah, I know of this.
>> Great. We got two minutes left.
Any more people?
Looks like 15 more joining than last minute.
Where's everyone calling out of?
Now we're going to be AI, a little bombardment, but everyone can still drop in
where they're calling out of it.
It would be great to hear where we're going to.
>> He did the best to give it a minute or two because most people chime in
right out too.
So we can kind of start doing a little intro to add around to, but it really
starts getting hammered at 2pm.
>> Or whatever time it is for you all.
>> It's time zones.
>> 1pm.
>> Oh yeah, I forgot you're an hour behind me.
>> Yeah, and Alex and I'll be here.
>> We're on the last five days.
I've been in every time zone on the continent on the mainland.
It's pretty good.
Pretty good.
>> Good.
That's a lie.
It's a little bit less good, but I guess they can take them to the continental.
>> You know what?
>> I'm sorry, talking about.
>> We'll give you a couple more minutes here.
>> Give it a couple more minutes.
>> Yeah.
>> I'm going to go ahead and link another YouTube channel here.
>> Just so you all know, the billion dollar challenge season three is in
production.
That's a little sneak peak.
We will be posting those coming soon.
I'll tell Adam, I told you all.
>> What was the one from last week?
Wasn't there one that dropped?
>> Or was that just a little...
>> Those are, those are, we're doing a little re-edits as some of the past
seasons to get everybody up and running to where we're at in season three as
well as we're doing narrative content that's going out on LinkedIn.
It's been really cool to do.
>> Got it.
>> So that wasn't like an official billion dollar challenge.
It was just sort of a...
>> It is.
>> It's like constantly.
>> ...conceiving one and two, and it's more like, here's what we've been doing
in compilation.
>> I told you it's going to happen, John.
>> Adam dies.
>> Adam dies.
>> Hair.
>> I am, I'm Adam's video producer.
He is in the woods right now.
So I am helping run this.
I'm going to be turning my camera off here in a minute, letting these guys take
it away.
Actually it's two o'clock, so I'm going to do that now.
He give it like one more minute and then we can start.
>> Oh.
>> We got 89, so I think we're a good spot.
>> All right. Fantastic.
Thanks, John.
And yeah, well, we'll give it another minute for everybody to join.
As John said, Adam and Son Toche are both in the woods this week.
Completely disconnected off the grid.
I don't even think they're together.
I think they're just in different parts of the woods separately, but near each
other.
So I'm filling in this week.
And we'll give it about one more minute.
We got Ali and Alex.
I'll introduce them in just a second.
Yeah, everyone's throwing off.
I swear it's going to be a great show.
It might even be better.
I think this could definitely be better.
And they might not even come back.
So definitely stick around.
I don't want to see that number drop.
I'm not sure if it's going up.
This is perfect.
It's perfect.
Ken confirmed they're not together.
Nice to to solo act to solo woods.
Wilderness experiences happening right now for both Son Toche and Adam.
There is a little film coming out about it.
So you will get to actually see whatever they're doing.
Who knows, probably just meditating on the ground.
I would imagine.
But we're two minutes after the hour.
Let's start.
We got a bunch of folks in here.
Hi, everyone.
My name's Pete Crowley.
I lead growth here at RB2B.
I'm hosting this week.
We'll be back to your normal hosts next week.
I'm joined today by Ali and Alex.
They were on a agency called Understory.
I'm going to let them actually introduce a little bit more about themselves.
What Understory is.
And really what we're going to do today.
We're going to go through RB2B's linked in Add account.
We're going to show you all the metrics, all the experiments we're running.
We have a tracking sheet.
We'll show you.
You'll see how much we're spending everywhere.
What her son is working well.
We'll literally show you everything.
Ali asked me yesterday on our call.
Is there anything off limits?
Adam was already in the woods.
So I couldn't ask him.
So it was just the answer was.
Let's show him everything except our credit card.
So.
Ali, Alex.
We love a little introduction of you guys and what Understory is.
Yeah, absolutely.
So.
Hello, everyone.
My name is Ali.
I'm a co-founder here at Understory.
We help you to be SaaS companies.
Go to market with paid media, outbound email.
LinkedIn outreach and graphic design.
I run all of our paid media campaigns.
So I'm going to be doing a lot of the talking today as we go through that Add
account.
But I have here my co-founder, Alex.
Go ahead and introduce yourself, Alex.
Yeah, what's up, y'all?
I'm Alex.
I'm the other co-founder of Understory.
I managed the entire app.
I'm seven the business.
So a lot of cold email through clay and various different sequencing tools.
And then a lot of LinkedIn outbound as well.
But yeah, well, we'll shake under the hood.
But we're doing for for our B2B and Adam.
And Ali is going to walk you through that whole journey.
Awesome.
Awesome.
Thanks, guys.
So before we actually dive into the account itself.
I just wanted to share with folks.
Kind of where this fits into our kind of our marketing marketing goals and
initiatives.
So I want to say I just have two slides here.
It's going to be really quick.
Can you see my screen, by the way?
Is that coming through?
Okay.
Okay, fantastic.
So when we think about growth here at RB to be, we think about this bullseye
framework.
This is not something that I came up with, but it is something that I follow.
I'll show you where you can learn more about this in a second.
But essentially all of the marketing channels fit into one of these three rings
We have on the inside that red ring.
That's what's working.
Those are all the channels.
We are spending almost all of our time on.
From a growth and marketing perspective.
So those are our community building.
That's our content strategy.
Is you know, Adam spends most of his time doing content.
I spend most of my time now with our creator community and doing content as
well.
So that's really what's working now around that edge.
So those are things we spend most of our time and energy on.
That's what we prioritize most heavily.
Outside of that is what's probable.
So those are those are channels that we are experimenting with.
Okay, back to that one second.
Right outside of that is what's possible.
Those are every other channel.
I like to call that the blatantly ignoring kind of rings.
Like those are things I'm just completely ignoring.
That's for us. Those are things like speaking events and offline ads and all
these other channels that like we're just blatantly ignoring because we have.
Other channels that are working that we're experimenting with.
So the what's probable column that's where the LinkedIn ad and social and
display ads channel fits right now.
And that's why I'll be in all of the join us today.
So we are running experiments on two channels right now.
One of them is social and display ads under stories running that for us.
And then we have another agency that we're testing SEO out with.
I do not like testing more than two channels at once.
And I like a test to run at least one quarter long.
SEO one will have to run longer just because that's the nature of the channel.
So when we test channels here at RB to be.
We do not just hire a full time person to start running that channel.
We love using agencies when we connected with understory.
Our LinkedIn ads were road I mean our campaigns and our experiments were robust
and live within.
I don't know like a week. It was crazy fast.
We'd nept to go through a hiring process.
And if this doesn't work, we can just end our engagement within agency.
Fortunately for understory. This is working very, very well.
So this is probably going to move into this this middle ring here.
If you want to learn more about that bullseye framework.
There's a really good book. I have it here as well.
It's called traction not to be confused with the EOS book.
This was written by the guy who founded duck duck go.
He had to go up against Google. He had a very big head lens when it came to
getting traction.
So it's a really fantastic framework. That's what we use.
I will talk more about it in my posts and content, but I will stop there.
I just want to let everybody know where ads fits into our strategy here.
So without further ado, I'm going to stop sharing.
If you could dive into let's start with the LinkedIn account.
I think itself, then we'll go to the sheet second.
Okay. Yeah. Cool. That sounds good.
Now guys, we will ask well a whole Q&A session at the end.
If we are in the neighborhood of a topic or we're on a certain page,
you can still feel free to drop in questions.
We'll kind of answer them through it as well as we're going through.
So I'll leave. Please.
Yeah, let's do it. So I think as an advertiser, this gets me pretty excited.
I think oftentimes we're pretty discouraged from sharing spend details,
from sharing ad accounts and all that.
So I'm very excited to share all this with you.
One, because it's performing really well.
I think we're lucky in that regard.
So we can actually show like good performance.
But also, again, that transparency is something I really value.
Something I really appreciate about Adam as well.
So high level.
I think like I'm sure none of you are strangers to Adam's organic content on
LinkedIn. Obviously he has I think like 100,000 followers.
His content gets great engagement.
And so the organic reach there is amazing.
I think the benefit that we have when we're running these ad campaigns.
That we can segment the targeting for the different campaigns based on who we
want to reach.
So one of the first exercises we did when we were looking at the different
types of content that Adam was putting out was how can we bucket them into
these different personas.
So when we talk to Adam, those four personas we'd like to start out with kind
of like a sales persona, founder persona, marketing persona.
And then outbound kind of agency persona similar to what we do.
And so, you know, when we were looking at the various pieces of content that he
posted organically, we were trying to fit those pieces into these different
buckets.
And some of the pieces also fit across multiple different personas.
You know, there's some content pieces where Adam is talking about early stage
sales teams that we felt would fit not just in the sales persona, but also in
the founder bucket.
So that's kind of how we grouped it.
There's some like I'm saying, like there's some ads that are live in the sales
persona that are live across all the other campaigns as well.
So kind of high level that that was our strategy from the get go.
Dynast anything there?
No, I just also wanted to mention there was a leave Adam posted that maybe two
months ago, he had somebody do a full analysis of this LinkedIn audience and
that also helped us zone in on these personas.
We found that these were sort of the most followed personas and it's also who
he speaks to because they're the most followed one.
So I just wanted people to know there's analysis done also to just like these.
But I'll get keep rolling. Thank you.
Yep.
And so I think there's a few different ways we're measuring the success of
these campaigns.
When we first spoke to Adam, obviously we want to increase reach.
I think that's definitely something we're doing.
You can see we've in the last month or so we've had over a million impressions
from the ads.
That's a high level metric, obviously.
Getting more granular.
We will also want to understand what the impact was in terms of signups for RV
to be.
And so what I did was I set up a conversion action basically anybody who
submitted their email and start the signup process with already be RV to be
that was tracked as a conversion.
And when we're measuring that performance specifically, we're looking at two
different types of conversions and.
This is how LinkedIn defines them, but there's click conversions and then view
conversions.
So click conversions. The default setting is it will be counted if anybody
clicks on an ad and then signups for RV to be within seven days.
The view through conversions happen based on an impression basis.
So if they see an ad and then sign up for RV to be within 30 days, then they're
counted as a view through conversion.
So I think it's important to clarify the distinction between the two.
In my opinion, I think click conversions are kind of the ultimate.
Measure of the success of the campaign that we have in terms of the data that
is available to us because it's in my opinion, just like the tightest
correlation between somebody clicking on the ad and then signing up.
But I think like I was pointing out the impression count, all these different
metrics matter in different ways.
But if we're analyzing based on ROI, that click conversion number is really
important to take into account.
So just want to clarify those different types of conversions that we are
tracking for RV to be specifically.
And I'll leave someone asked to kind of conversion goals like, can you just
tell everybody where that click conversion, what that click actually is that
that correlates?
Yeah, so there are a few different ways on the ad to get to the RV to be
website.
When you're looking at it organically, and I think I have one pulled up here.
So, you know, this is the actual post after somebody clicks see more.
But when you're seeing it as an ad in the feed, you'll have about one or two or
three lines of text before you have the see more button.
So there's a couple of different conversion points that people can take in
order to register for RV to be.
You can see here, Adam has the custom call to action underneath his headline.
So that's one point of conversion. So somebody could click the visit my website
and then convert down the line.
It could click to his profile and then also convert on that same call to action
button.
But one thing we're also doing just in order to maximize the amount of attrib
ution that we're getting.
Maximize the amount of conversion tracking that we're getting is we're editing
the posts after the fact just to add a call to action.
You know, we want to build up the organic social proof as much as possible.
And then after we've hit kind of a limit there, then we'll go in and just add
that line at the bottom of the post just to get as much attribution and
opportunity for people to sign up as possible.
So you can see here, we just added sign up for free using this link.
Now aside from that line, is there anywhere that shows the viewer that it's a
paid ad as opposed to an organic post?
So you won't be able to see it here. This is just a preview, but it'll say
underneath the Adam's name promoted by RB to be.
So that will be the one indication that it's actually an ad. It'll say promoted
by RB to be.
And what's cool about this ad you do too is it's a very small subtext. You
almost miss it half the time, whether or not it's promoted.
I mean, I get I get these kind of ads all the time on my news feed and half the
time.
I think they're regular posts and then I look and it says like that four months
ago or something like that.
And that gives it away where I know it's promoted, but yeah, it's it's very
small subtext and it's really hard to even see.
Another thing I'll leave might be worth talking about is when we're editing the
the text of the actual post afterwards.
You know, the length of time we typically see organic reach such a drop off.
Yeah, exactly. So we wait around three weeks after a post goes out before we
edit the post and put money behind it.
I think LinkedIn in a lot of ways is a black box like every ad channel is so
you never know exactly how things get impacted.
But we like to play it, say, especially because this organic reaches so crucial
to the business.
We just want to give enough time like a buffer period in between posting the
work post organically and then putting dollars behind it.
We haven't proved this out, but a theory is there might be some throttling that
happens to organic reach after you sponsor the post.
And they're proof there. Yeah, but we're just playing it safely.
So we're getting just real quick reading a lot of questions about attributions.
So these other things will let's do a whole attribution section towards the end
after we go through some of the content.
So just so everyone knows we'll we'll hit all of that stuff and we'll open it
up for kind of questions during that section.
But I appreciate all the questions. We'll let you carry on.
Yeah, for sure.
I think another thing that we're seeing specifically related to our B to B's
content and kind of speaks to what Alex was saying that these ads really do
look like organic posts is the type of engagement and the volume of engagement
that we're seeing on the ads.
Like we run a ton of different clients on paid media specifically on LinkedIn.
And I'll say like these type of engagement rates that we're seeing, you know,
you know, the 300 comments or 300 reactions over 200 comments, all these shares
It's pretty not I would say it's not similar to what we're seeing for other
accounts.
And so I think it just speaks to that.
How these ads don't really look like ads people are willing to engage with them
. They're willing to share them and they're willing to comment on on the post
themselves because of the valuable content that's being shared and the fact
that they look and they are organic posts, but we've turned them into ads.
So just want to highlight that as well.
And that's the whole if you really kind of zoom out to RB to be an and Adam's
whole strategy. It's really around just thought leadership and providing
educational content and value and then the awareness of RB to be in retention
kind of fold their way into that message.
It seems like the best way to get eyeballs and attention is through genuine
kind of thought leadership ads and there was something interesting to join our
meeting yesterday.
I'll leave you pointed out, which was the engagement that happens once the post
has been promoted. So when we look at what posts to promote, we're using the
organic traffic and kind of engagement that had already occurred on that post
as a barometer to how well the post might perform once we put money behind it.
So this is interesting world where we can actually test our content without
having to pay to test it, which is great.
But yeah, this is all this is all around having it not look like marketing,
which is the best market.
So I just want to add exactly. Thank you.
And to validate the point you just made to we run thought leader ads for
another very notable company in a similar space. And we do things the same way
we use reactions and impressions and things like that as a barometer.
And it's working for them really well too. So this is you know, a tactic that
we tried now across multiple different clients and we're seeing similar results
Yeah, and another thing that we tested was just spinning up what I like to call
more like boring ads. So, you know, these were kind of like a split test that
we ran.
We wanted to understand, would these convert if they're more conversion
oriented, they seem more like regular ads. And we found that they actually don
't convert as well.
We're seeing a higher cost per conversion lower click through rate higher cost
per click across across the board for these more like boring ads. So it's just
interesting like that social proof really compounds and essentially relying on
these more boring ads might not yield the performance that we expected at least
So something to point out as well there.
That's great. That's certain. So as we're diving through creatives, Brandon and
the chat asked the question about just the different how we're deciding on
which posts fit which persona.
So as we're diving the content that we great point to hit along the way.
Yeah, for sure. So I think it depends on the actual content of the post. Like I
was mentioning before we have a certain amount of characters before people have
the option to click see more.
And so in some cases we're selecting posts where we're speaking to certain
segments in the actual hook. So if you look at some of the ads that we're
running in the founder segment.
So specifically, you know, obviously this is more subjective. We tried to put
on our thinking had here, but you know if we're talking about bootstrapping a
company that's going to feel more to a founder persona based on the
conversations we've had.
You know talking about specific startup issues, growing the company. So yeah
scaling certain organizations. This one is another post that I mentioned that
could fit into multiple different buckets like not only scaling it.
So we're going companies but scaling specific sales organizations we felt that
that would fit both in the founder bucket as well as sales. So it's just
looking at that hook but also looking at the overall content of the post itself
. That's kind of how we're deciding what fits into each bucket.
Thank you. We're going to go let's continue on. So there's a there's some
chatter around audience targeting. We'll do a whole thing on targeting as well.
So targeting and attribution we will dive into in their own little buckets.
I promise guys great, great questions.
You want me to go into audience now or sure. Yeah, I think I think that covers
a good content. Yeah, let's hop over to audience. Okay. So I think you let's
start with maybe the marketing audience. I think that
we're going to be interesting to dive into. So obviously we tried to focus more
on B2B companies since the name RB to be. So we're starting with a very narrow
focus in terms of demand, and leaders specifically for this marketing persona
at tech companies.
It works best in the US just given the privacy restrictions, but you know, it's
a pretty tight audience that we're testing for the marketing persona more
demand gen oriented titles more senior titles.
Smaller company sizes specifically in the tech industry. I think honestly RV to
be could be potentially applied to every industry. I don't think it's
necessarily industry agnostic.
Just for this narrow test, we wanted to just prove it out with an audience that
we knew would resonate with the offer specifically, which is tech leaders at B2
B SaaS companies.
So that's kind of how we were approaching the marketing bucket.
Just to build on that thought to Ali so in general when we're whether it's our
LinkedIn ads or our content strategy.
Really what we're trying to do is create an echo within one sort of niche like
one bubble right now that it's really a lot of B2B SaaS companies as I'll be
said, we will continue to bubble out, but right now it's like be a like
dominating echoing force within the smaller bubble and that will kind of expand
out.
Just right in line with that.
And I think one thing Pete and I were talking about yesterday was how can we
make the sales audience more actionable how can we increase the amount of
conversions that were seen from that persona because out of everything that we
've tested so far.
And that persona has the highest cost per conversion. So one thing we were
talking about was potentially including some more SDRs and BDRs into that
audience right now it's more business development managers, CROs like more
senior level titles.
But you can see here sales does have the highest cost per conversion.
Our theory is that it's potentially the least actionable like marketing they
have direct access to the website they could install the script pretty easily
same with founders.
Outbound agencies there are almost like nodes for other clients so one agency
could you know install script for 10 different clients.
And so I think that tracks in terms of the cost relief.
So one thing we were just discussing is how can we make that sales audience
more efficient and our idea which is an upcoming test is to launch to some SDR
and BDR folks.
So kind of a new test that we're spinning up in the coming days.
As a concern of yours really when I brought up yesterday but it's definitely
concerned my now is with the SDRs and BDRs and now being a part actually click
into that sales persona will be fantastic.
So what I lead and I had done yesterday we looked at all of the folks in the
sales were like man sales should in theory based on the conversations that have
customers be a good fit for our DB.
They seem to get the quickest most direct ROI when they start using the
platform.
So you know someone just said they aren't buyers that's kind of are theory to
that fight just be the case.
But one concern we have with putting the BDRs and SDRs in is we probably won't
be able to track attribution back so it's probably going to look like what's
likely to happen we're going to have more impressions.
And it's going to be a higher cost poor cost per conversion and maybe it's
helping a little bit but we'll have no way of knowing it will probably shut it
down so that's potential so instead how long you running tests.
It depends on the test and how quickly we you know feel we can get to a
reasonable sample size.
So we'll continue the sales one for a little longer probably another month but
I would say sometime September correct from wrong alley we might look to pivot
away from it or just continue to reach out to those people organically not put
out and always find it.
Yeah I think that's fair.
We'll make that decision yet like you said in September.
We'll make about those down the line like obviously in a lot of ways this data
that are you to be is providing teams is almost like crucial to sales seems
like if they see somebody on their pricing page and all that like those of the
leads that people should be calling should be contacting immediately.
So I think it's definitely an audience that's worth advertising to it just
seems a little less action well then what we were expecting so it would just be
working with you.
So you're saying like do we want to have like a limited audience where we are
serving ads at a very small scale as opposed to just going for for conversions
right off the bat so yeah I think that September poll is going to be good.
And so much was Jonathan here asks what we're talking about assessing how long
to run a test and you know there's no.
Like every case is a little different but when we are running tests on
different personas kind of in this case what is a good sample size to shoot for
is there a spent you guys do this with so many companies is there a spend or a
timeline or impression you know count of impressions that will signify to you
okay we've dug enough here we should try to pivot away and and feature
different persona different type of content etc.
Yeah I'll say there's not like a hard and fast rule you know when we spoke to
you like obviously we have sign up or a cost per sign up goal so you know we're
trying to get as close as possible for that $25 per conversion number is
possible.
So I think you know if we launch the campaign and we spent anywhere between 500
to a thousand dollars and we're noticing that the cost per conversion is you
know a hundred dollars plus then I think that's a pretty fair assessment to
where we can say like this I might not be working this campaign might not be
working with spin it down so it's kind of a combination of getting enough
conversions we're also looking at what the cost is relative to our goal and
relative to the other campaigns that we're running as you can see with the
founder or the marketing persona we could.
Pretty quickly see what's working what's not in comparison to the other ones so
it's kind of factor of spend a little bit of it depends and then just the
volume of the number of conversions that we're getting.
Yeah like we have some other clients that we work with as well who are you know
their tolerance for conversion is way higher because they're ACB is way higher
and so for them it's just that goal set of you making sure that if you know we
have something that's nowhere near what their target is then we cut it off
quickly and we set thresholds.
Yeah and so everyone's got a couple of questions about our goal I mean we're
going for conversions and we're going for an average conversion of ideally less
than 50 dollars we kind of have this goal of 25 right now we're sitting around
33 we'll go through that in a minute but I know a lot of people have just
dropped in questions about our goal that's kind of where goal is.
There was one other thing while we're on the audience oh so what says do you
test the titles versus functions in your audience testing so do you mean like
seniority versus function is that kind of what that question is I know what
like people boosted or bump that up so I just want to make sure we're clear
before we go out answering that but maybe hop into the I don't know marketing
persona we can we get kind of into that question in there and just show yeah
kind of title versus function or or.
Or seniority versus function how that's selected.
Yeah so the reason why we started with title as opposed to function is that I
think there are specific titles within the marketing function that obviously
might be a little bit more accountable for an initiative like RB to be we
wanted to specifically reach these demand and personas so you know the typical
LinkedIn build for a job function audience would be.
Job function equals marketing in this case we would do seniority equals manager
but I just don't think it would be as specific as how we want to get in terms
of the titles that we want to go after it could just include anybody who's a
marketing manager content marketing manager product marketing manager I think
those titles are a little bit too broad something we can think about down the
line but we wanted to just start with this very specific persona very specific
job titles as opposed to breaking the title. So it's supposed to breaking it out into function that's kind of our thought
process behind it.
That's great thank you.
What was the next section you wanted to go I'm trying to like fold in I don't
want to like break up the flow too much of questions are trying to like get a
ground more in the neighborhood so yeah let's hop on in the next section and I
do see the questions about the content types videos to images,
carousels, texts, all these different ones there's some some ads that you can't
actually promote I believe our posts but we'll we'll we'll make our way over
there.
Yeah I guess probably next I was going to cover just how we change spend from
July going into August and how that impacted performance but if you think we
should talk about those add types first you can.
Let's get into let's get into the spend we'll circle back on the add types once
we get into questions because there were a few there and I want that to be more
I want to be some follow questions on that so.
So just put together this quick spreadsheet just to give everybody a breakdown
I think it's a little bit easier just to visualize basically what we did in
July versus August and the main goal there was just to see if we could profit
ably spend close to 10 K a month on those ads we showed the results for July and
the next couple words out of Adam's mouth was let's double it so we're pacing
to 20 K going into August.
I think we had a couple of assumptions when we doubled the add spend one costs
probably we're going to go up usually there's just like a the nature of scaling
at spend on LinkedIn and had channels in general when you increase the amount
of money you're spending the tend to see a decrease in efficiency.
So one of the ways we were tracking that is our cost per conversion and more
specifically our cost per click conversion.
So it did go up but not to the extent we were expecting you know we doubled add
spend we were not necessarily expecting costs to double but we were expecting
it to go up a little bit good thing is it only went up by about $3 in terms of
the total cost per conversion so I think that's a huge win there we were able
to increase the spend profitably.
I think some other things that also you know kind of indicated the decrease in
efficiency is you know our impression count went down we spent almost double in
terms of what we spent in July but we didn't double the amount of impressions
that meant the add through being served to the same audience more than once
more times and we did back in July so that's another thing to keep in mind I
think it's something.
Pete and I were talking about yesterday actually like we're going to
potentially hit issues with frequency where people are seeing the ads over and
over again they potentially have already signed up so we need to exclude all
those new people who have signed up.
But you know that frequency is starting to go up and with it we also tend to
see a decaying performance whether it's CTR engagement rates and all that so
that's something we're also monitoring.
But yeah overall pretty happy with the fact that we doubled spend essentially
but didn't see that doubling in terms of overall costs.
Yeah that's kind of how we went into August essentially.
Yeah fantastic and I know the goal why we're going to keep basically doubling
every month so the thing breaks economically.
We're hoping we can scale this to over $100,000 a month now we do that it's
going to be a lot of impressions it's going to be a lot of kind of saturation
on LinkedIn with RB to be content especially as Santos is posting more rob Hojo
in the show last week's posting more I am as well.
We have a bunch of users like to you who post about RB to be is there a risk of
like oversaturation with both the influx of organic content both by us and
users and then also us ramping up these ads so far.
Yeah absolutely I think that's kind of what I was speaking to in terms of
hitting certain frequencies like if the average person is seeing our ads like
10 15 20 times like that's starting to get to a pretty like concerning point
where. We might be hitting them too many times but I think we have a lot of levers
that we can pull specifically in terms of the industry targeting.
We're actually also job titles like adding new ones into the mix spinning up
those tests that we were talking about like whether it's SDRs BDRs are a
completely different audience in that way but I think industries will be our
biggest lever there in terms of expanding the audience and making sure we're
not hitting saturation because I think it will be something we'll run into.
Just given that there's only a limited amount of people like in the marketing
audience I think it was like 20,000 people like you know look how many
impressions we've served for that audience specifically like it's a lot so it's
definitely something we're thinking about and just like an issue you run into
as you increase had spent.
Now there is another tab on here this is something we're starting to spin up we
just we just talked about it for the first time last week which is our third
party posts so phase one of of doing this with Alex and Ali and by the way I
think our engagement is that we we've been doing this for about two months now
we're like in our second month so we're pretty early in on this.
The first month was really about dialing in the thought leadership ads and and
Adam's ads and everything like that we have this idea now that we're getting a
ton of third party posts and I'm really focused on personally building our
creator community there's a lot of really good third party posts that are going
out so
Ali you are briefly just describe the strategy that we're going with on that
and and kind of that motion just because people might want to repeat that
motion in their own you know with their own ads.
Yeah absolutely I would say it's actually very similar to what we're doing just
for Adam's posts we're identifying people who mention RB to be who speak
specifically about certain use cases using RB to be.
Ranking it by social proof just you know selecting the ones that have the
highest engagement rates reaching out to the poster of whoever created the
content doing something similar in terms of editing the post include that call
to action and then sponsoring that way like the same way we grouped Adam's
posts into different content buckets will do the same thing with
the third party poster as well like Alex on his end he posts a ton about RB to
be outbound use cases so I think the type of post that Alex is posting probably
be very relevant to either the sales or the outbound agency persona so very
similar kind of ranking strategy that we're doing for Adam's post it's just the
added social proof of having a third party speaking about RB to be.
I think the one or the couple like downsides or things we just need to keep in
mind is that obviously there's more conversion points for people to take action
when they're clicking Adam's profile visiting the website from his button down
here when you're sponsoring third party posts obviously people have their own
brands their own companies that they work for so in a sense we are.
You know promoting their own content like for their brand but obviously we're
trying to get content that speaks very is very clear that it's about RB to be
so I think it's a win win in some cases like that but something to keep in mind
also because people obviously work for separate companies brands all that.
Only while we're here to looking at this I think it's important to talk about
how we don't include a link that takes people off of LinkedIn in the organic
posts that we're using we're doing that three weeks after after the organic
reach has faded away and putting that in like I'll he said LinkedIn is a bit of
a black box no one really knows every single thing about how it works but at
the same time we do see direct correlation between having links in the post
that lead you off of LinkedIn to decrease in performance from organic reach so
we wouldn't recommend doing that until.
The organic reaches faded and that's that three week period we talked better
earlier.
So the three week is sort of a minimum so that you don't disrupt the organic
reach is there a like a ceiling along along the west side of the way I'm losing
the word right now like we're a maximum you want to post something more than
six months.
So I mean specifically for RV to be we are running some posts that are older
than six months I think as soon as the content becomes irrelevant or you know
you're speaking about what happened in 2023 like very like outdated content
then at that point you probably want to phase it out because I don't think this
If I remember correctly I don't think it has the time when the ad or the
content was posted on the ad itself so it's really just about the content like
making sure it's fresh and on sale.
The other thing I'll just add to that a lot of folks were especially just
starting out doing content I'm one of those people by the way so like this goes
for me to.
I wouldn't want to post or put spend behind something from like two months ago
because it's just probably not as good a quality as the stuff I'm posting today
there are a couple things that popped off but like for the most part if you're
kind of early on in your journey and you're really trying to learn what you
know what you're an heir to is who you're speaking to who your audiences it's
just going to be the whole reason stuff diving back into stuff that's a year
old might just not be a good idea for that reason alone.
So what have asked how do we do the linked in follow-on analysis analysis we
mentioned we had somebody do that somebody who's like a data scientist cool I'm
going to let you continue on the and then we'll open up for questions in just a
few minutes maybe maybe you know five minutes or so yeah.
So I think one thing that we talked about yesterday that you said would be
pretty interesting for the audience is talking about how we're bidding for the
campaign so right now and I know this controversial depending on how you talk
to but we've set up the campaigns just to optimize for engagement we want as
many people engaging with the ads clicking on them commenting all that because
they all compounds or tagging sharing the posts everything like that.
And one of the things we're doing is also manually bidding for certain
basically conversion events so in this case we're bidding for clicks so this is
a little insider tip LinkedIn will always recommend and I think ad channels in
general will recommend that you over bid for what you're optimizing for so in
this case they're recommending we bid you know minimum of four dollars and four
cents we found if you set the bid lower than what they're recommending.
We typically win an auction so it's something I recommend just when you're
setting up your own campaigns like under bid what they recommend because
LinkedIn really likes money as most ad channels do so we always tend to under
bid what the suggested bid is in this case we're going for engagement clicks it
's a little different from like a landing page click or anything like that is
just any click that happens on the ad itself and so again my suggestion here is
just under bid with the recommending.
That's awesome and can you dive in just a little so there's different.
Different businesses and different ads will go for different you know goal
metrics can you talk about a couple of the differences there because this is
probably not going to be the goal metric for everybody here.
Yeah exactly so like I said we're optimizing for engagements for those more
like boring ads that I was showing you guys earlier we're sending people
directly to the RV to be website and so in those cases we're bidding
specifically for website clicks so we'll we're only charged whenever somebody
clicks on the landing or clicks to the landing page so you know if we're
driving traffic specific to a website that would be an event that I would
recommend.
For a lot of our other clients were also using the lead gen objective to
actually captures people's information information that way that's also a click
objective so it's similar to what we're bidding on for engagement basically
anytime somebody clicks on the ad then we get charged just depends on the kind
of campaign you're running.
The one objective I haven't found a ton of success with is the awareness
objective that one you're charged on a CPM basis so even if people are not
clicking on the ad you're just being charged just to serve it so it can get
pretty expensive pretty quickly we typically like to just bit or just get
charged whenever somebody engages or clicks on the ad itself so that's why we
kind of stay away from the awareness objective just another insider tip there.
What would just a people know what would be a use case where brand awareness
would be your objective would be like for advertising the Olympics or something
like that where it's like not really anything I can do with an Olympics add it
and hopefully watch the Olympics in a week when they start and stuff like that.
Yeah I mean if you have a ton of money so light on fire I think that's one
situation where it might make sense.
You can also actually run CTD ads through LinkedIn so connected TV where they
'll show up on you know obviously people smart devices and you can only do that
through the awareness objective and I think that's one of the typically the
only cases where we do use awareness is when we're running CTD ads and I think
that's actually really interesting ad unit because you get the same
professional targeting you would on LinkedIn like all these job titles company
sizes and all that but you can appear on people's connected TV devices.
So that's really the one use case where we rely on the awareness objective.
Awesome.
So when asked brand awareness before sending cold outreach to a customer
audience, Steven asked that so you're going to be sending out a bunch of cold
you know cold outreach or you're going to have your team call them whatever it
might be. It's brand awareness or even let's just not focus on brand awareness could any
of these ads be a primer for a cold outreach one to one strategy.
Yeah absolutely.
I mean that's why I think Alex and I partnership works so well together.
All of those email lists that Alex is pulling on the outbound side we're also
cross referencing and uploading until LinkedIn ads they have two different
types of content matching they have company lists and also contact list.
You know Alex goes through a very rigorous like cleaning process he's looking
through any catch all is any like unverified emails and all that.
And so sometimes we miss out on being able to reach those emails over outbound
initiatives so in order to reach them we can actually match those companies
over LinkedIn and essentially provide air cover to the outbound campaigns and
outs running.
I know if you're not.
I mean the just that right is we'll find companies that fit the criteria for
who we want to reach out to but we can't find the right email addresses and
doesn't happen often but it does happen you know just invalid emails catch all
emails companies are getting better and better hiding their.
Three email formats so yeah that's that's one of those instances where we can
just take that company list and if we don't have any contacts or even if we do.
We overlay them with LinkedIn ads and we just match the company to the person
that we're looking for.
That's great that's great so we'll use Stephen's question there thanks for
those great answer we use that as a launching point right into our Q and a
session that works so might.
I'll leave you to reference one of the two screens before you just jump in and
share.
So I asked a question I want to get to because this is.
So generally everybody's a situation so Geraldine asks what would this campaign
look like if you didn't have Adams brand recognition both in terms of execution
and where you think you might be right now.
I can give a slight preface on this to to you guys up so all of our channels
that were leveraging have been.
The growth of those have been accelerated by the community that's been built on
LinkedIn by at so that is without a doubt with everything that we do we're
trying to figure out continue to leverage the though or excuse me that effort
in that community with the other channels that we experimented.
That's my preface because if you start doing these LinkedIn ads today you're
not going to have the wealth of content probably the quality of content either
that we have that you know our disposal here so.
I would love to hear your thoughts though and how somebody who is not Adam
would start doing these LinkedIn ads we thought leadership ads.
Yeah absolutely so I mean the first thing to keep in mind is that Adam was
posting for I think like two years before we started this engagement so you
know he refined his tone his voice like the content that he was putting out who
he was speaking to so getting that down first obviously is the crucial first
step until launching these campaigns you want to understand what content is
working like building up the social proof.
So we found that you know clients who are posting regularly on LinkedIn to put
their ad for instance at least 2x clients that aren't we're much less active on
LinkedIn so definitely compounds I think the great thing about posting organ
ically is you don't have to put ads going behind it like you don't have to
continuously spend dollars so I highly recommend figuring that out first but
figuring out good flow connecting with people on LinkedIn building your
audience that way. And then moving into the ads once you are able to get deals and source clients
out of those posts and organically from LinkedIn I think a lot of cases the ads
that is adding fuel to the fire.
And nothing exists in a silo I mean there's a reason why performance increases
after you engage more on LinkedIn I think it's all working in one big ecosystem
like you know LinkedIn ads doesn't exist just by itself there's just the
campaign manager that's how we think about it.
Gotcha. That's awesome that's perfect.
So when asked why are you so something about us doing outbound we do a little
bit about bound just to answer your question Alex at RV to be do a little bit
of email marketing and some LinkedIn outreach but it's not I wouldn't consider
it cold outbound these are kind of warmer lists of engaged folks so.
And it's it's just not the thing that's driving in the majority of our business
it's more of a supplement and arena to test in if we need to talk to people
about x y and z will do outreach I was doing outreach to talk to creators so it
's not a core sales motion or business development motion now.
So a couple questions here. How do you keep your LinkedIn as a complete you
organize campaigns by month.
How do you guys organize a beefy kind of a LinkedIn as account is there yeah
yeah all these genius.
Yeah it all comes out to naming conventions like nothing's perfect and I found
like you know after years of working on the same accounts like things change
like priorities change and all that so.
I mean a structure that we usually go with initially is at the campaign group
level will separate campaigns into different personas you know in RB to be case
we're going after those four different ones and so those were all organized the
campaign group level.
But it all really depends we have some clients that they only have really one
main ICP that they're going after so at the high level we're organizing it by
you know whether it's cold content that we're serving top of funnel.
You know retargeting campaigns that have more bottom of funnel messaging and
splitting it out by intent that way.
And you know if we have other customers that advertise globally and so they
have you know a media campaigns a pack all those split out so really just a
pencil in the client but you have to get your naming conventions down the get
go I think is the best tip there.
In a similar lens when it comes to so RB to be right now we're just doing our
social ads on LinkedIn we're not using we will eventually explore outwards but
we're trying to have a narrow narrow experiment here so somebody asked can you
combine your audience from Google meta LinkedIn Twitter so you can keep enrich
ing kind of this one contact list I think that's a good understory question so I
'm going to hear your thoughts.
Yeah so like I mentioned on the email side all those lists that Alex is going
after we're also uploading them directly into LinkedIn.
In terms of retargeting specific traffic from those other channels we also
segment all of the channels by UTM's so we could build a retargeting audience
in LinkedIn anybody who's visited a URL where UTM source equals Twitter ads or
Google ads or something like that and so we can retarget the traffic that way.
So yeah kind of two separate aspects of it like the custom lists that we're
uploading but then also UTM specific traffic that we're retargeting.
Perfect.
Let's see I get two questions I really want to get okay we got 10 minutes we're
good so talking about UTM's house Tony asked how do you manage UTM attribution
tracking from an analysis perspective when boosting organic posts.
He says he can he's found that he can't edit a boosted post but would instead
have a copy a post into an ad so unable to like actually transition that one.
And then you tie employees into the LinkedIn business manager to share posts
from their personal accounts so kind of a little how to on that post boosting I
guess.
Yeah so in order to I don't think you even need yeah they don't even have to
work at the company specifically like that's how we're boosting third party
posts you essentially just go into campaign manager when you're setting up the
campaign and you can go into posts like there's like option to sponsor posts
from people's profiles.
And you just copy and paste the URL into that drop down and then you get like
an approval link and you can just send it to the person who's approving the
post and then that's how you get them added to the account itself.
There's some like stipulations about the content when you're promoting it on
LinkedIn we've actually run into this with Adam you can't swear too much on the
ads.
Like a little flag it so we've run into that a couple times you can't
capitalize to too many words also thing we've run into that Adam you can't have
for a mode or more than four emojis for whatever reason.
And then there's only three types of thought leader ads or I guess organic post
that you can vote one just pure text posts one with just one image so it can't
be a carousel.
And then the same for video we can only be one video associated with the post
itself.
Awesome. Very thorough thank you that was a good question Tony Alex had asked
about so when you run ads your ads can be directed at different parts of the
funnel so you can have top of funnel ads that are more for awareness people who
have no idea what your company is or what our V2V is.
You know the middle funnel bottom bottom would be where you're really trying to
push for that conversion event can you talk a little bit about the where the
ads that we're running on LinkedIn the post we're running fit within that top
middle bottom of funnel and all add some color afterwards as to like my view on
the bottom of the link the the RBB funnel because we are.
So let the dog of the out truck yeah he's not the dog out the window he's ramp
ed up right now but I'm glad somebody saw that but but yeah let's love to hear
your thoughts on top middle bottom and I'll do a little conclusion.
Yeah so how we set it up originally all of those like thought leader ads actual
content we're promoting that was served to a cold audience and then those
boring ads that I was showing those are only going to a retargeting segment.
So I guess how I was thinking about is let's nurture the audience and then hit
them with something more conversion oriented down the line what we found is
that people are actually straight up just converting on the cold ads so that
original strategy didn't work as well as I was expecting so that's why always
be testing.
But that's how I think about it generally especially for higher ticket SaaS
products like we want to first nurture the audience and then hit them with more
bottom of funnel retargeting messages down the line.
We don't really believe in like gating like white papers or ebooks or anything
like that I think it's all down to math like you only get one out of 10 clicks
converting on that.
There's nine other people who are not reading or engaging with your content so
top of funnel we're not getting anything we're just giving a lot of the
information away for bream.
Yeah we're going to start experimenting with more gating content soon that's
that's definitely on the road map will keep everyone posted about that but I
have one more question I wanted to ask and then we'll do it some little outros.
We'll have room for a couple more people have kind of a question about someone
said how many campaigns would you suggest testing it first this is Rachel not
somebody this is Rachel how many campaigns would you suggest testing it first
if you only have about $500 and add spend per month until you can prove the
value to get more budget.
So how would you go you know we spent I think eight thousand our first month
and we're going to spend I don't know 20 this month somebody who's just has a
very small budget and wants to get some roof of concept with a very you know
and wants to have some sort of reliable sample size that we'll have someone go
about that.
Yeah that's a great question so ideally you just want to get to statistical
significance as fast as possible so I think about it you know if you're budget
is $500 for the month there's 30 days on average in the month so that's about $
15 a day that you have in terms of what you can spend average cost per clicks on
LinkedIn or anywhere between five to $10 typically.
So that's kind of how I think about it honestly that's on the lower end I think
LinkedIn is known in a lot of ways for being the more expensive ad channel but
if you're only getting like a couple of clicks per day it's just I don't think
you're going to get to statistical significance as fast as you would like so
typically what we recommend is at least $25 to $50 per day per ad that's kind
of the math that we use in order to get to that significance as fast as
possible.
So that's kind of my hard and fast rule is let's do the math to where it works
out to $25 to $50 a day per ad essentially there's the more complex formula
always holding back a little bit.
It's got the civil four hills are good.
Cool one last one I'll answer and then we'll do some Astros and I'm curious how
everybody found this meeting to be if they liked this kind of in depth look at
one of our growth channels one more marketing channels.
I'm happy to host this meeting as a as a weekly thing on Wednesdays have it be
my own thing we can dive right into the different growth channels that we're
doing will do updates we can have a alien Alex back next month we can talk
about how the new Spanler we're getting a bunch of thumbs up so this is great
so everybody follow me.
I hate to say this follow me on LinkedIn it's it's kind of cringe myself out a
little bit but I will post I will post that next workshop I'll get one out in
September I promise thanks all for joining one last question someone said how
are how are your views on Facebook and Google ads they better when it comes to
are they better than LinkedIn when it comes to be to be.
That's going to depend on the business both the business you are in the
business that you're selling to you're going to have to test that out I wish I
had a good answer there but test test test that's the that's the magic magic in
the game so what else this meeting will be out on recording it will drop on
YouTube at 9 a.m.
I am also going to post it on a new thing I've spun up called RB to be Academy
so Academy dot RB to be dot com I'm going to drop it in the chat tomorrow I
will upload this to RB to be Academy you will also see a video that Alex had
created a nice workflow there this is where we're posting a lot of user
contents as well.
And that's all I got someone asked about the dog that's Raya he's a 5.5 year
old bar Bay he failed that a guide dog school because he's too shy and now he
has a pushy life from Colorado with me he's a nice guy he'll always make an
appearance here and Alex Ali fantastic Ali I mean I just a killer walk through
thank you so much.
Thank you all for joining any any final words where can people learn more about
understory.
Yeah, well something didn't yeah it's going to say we are all over LinkedIn I
mean we preach what we sell so we even run our own thought later ads and we do
the exact same logic.
Perfect follow along on LinkedIn everybody thank you for joining like I said
the recording will be up tomorrow.
The best this was super fun I will spin up my own show all because of your
support and we will see you next week Adam Santos will be back I hope if they
get out of the woods I hope if not I'm going to be back we'll do a little
improv but I'm confident in them so thank you all for joining.
Thanks everyone thank you, big take everyone.