Mastering Your Marketing Rhythm with Jennifer Filzen

Strap in for a marketing safari with the electrifying Jennifer Filson of Rockstar Marketing as we traverse the terrains of personal growth, standout strategies, and emotional storytelling in business. This episode isn't just a conversation; it's a treasure map to mastering the unique pace at which your own success story unfolds. Jennifer's journey from the vibrant music scene of Jacksonville, Florida to the marketing mountaintop in Monterey, California is a testament to the art of blending passions with professional expertise. Tune in and uncover how the rhythm of West Coast swing can teach us a thing or two about adaptability and innovation in the competitive business landscape. Did you know our amazing voices can go beyond just the microphone? Yes, we have video! Subscribe to our YouTube channel here!

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GOLD NUGGETS:

(11:13) - Evolution of Social Media Marketing

(20:12) - Marketing Through Emotional Connection

(27:02) - Stand Out in Your Business

(35:24) - SEO Content Strategy for Website Growth

(49:29) - Finding Your Niche and Dominating Industries

(52:58) - Home Painting and Marketing Conversation

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Jennifer’s Links:

Website | https://jenniferfilzen.com/ 

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Book Mentioned: The Pumpkin Plan - Mike Michalowicz

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Previous guests on The Small Business Safari include Dale Cardwell, Amy Lyle, Ben Alexander, Joseph Sission, Jonathan Ellis, Brad Dell, Chris Hanks, C.T. Emerson, Chad Brown, Tracy Moore, Wayne Sherger, David Raymond, Paul Redman, Gabby Meteor, Ryan Dement, Barbara Heil Sonneck, Bryan John, Tom Defore, Rusty Clifton, Duane Johns, Jason Sleeman, Andy Suggs, Chris Michel, Jon Ostenson, Tommy Breedlove, Rocky Lalvani, Amanda Griffey, Spencer Powell, Joe Perrone, David Lupberger, Duane C. Barney, Dave Moerman, Jim Ryerson, Al Mishkoff, Scott Specker, Mike Claudio and more!

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If You Loved This Episode Try These!

• How You Can Leave Corporate & Scale Quickly With Great Teams Like Chaz Wolfe

• Turning 23 Years of McDonald's Franchise Ownership to an Entrepreneurial Lifestyle

• Attracting High-Value Clients with Irresistible Marketing Messages | Daniel Den

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Have any questions or comments? Connect with me here!

Transcript

Jennifer Filzen: 0:00

But you know, I always felt like I was behind. But you're right, we all, I guess. If anything, the lesson that I've learned is we all bloom at our own pace and sometimes, when you feel like you're going backwards and everyone is going way beyond you, I have to remind myself that when you draw the arrow back with the bow and the bowstring before you launch it, it goes backward before it can be propelled forward.

Chris Lalomia: 0:28

Welcome to the Small Business Safari where I help guide you to avoid those traps, pitfalls and dangers that lurk when navigating the wild world of small business ownership. I'll share those gold nuggets of information and invite guests to help accelerate your ascent to that mountaintop of success. It's a jungle out there and I want to help you traverse through the levels of owning your own business that can get you bogged down and distract you from hitting your own personal and professional goals. So strap in Adventure Team and let's take a ride through the safari and get you to the mountaintop. All right, everybody, let's dance around this subject for a little bit. It's pun time, that's right.

Alan Wyatt: 1:09

Alan loves it.

Chris Lalomia: 1:09

When I do the pun, I'm already banging my head against the wall, so one of the things I've heard on another popular radio show is that we don't want to leave it in the room. And what do they mean? Mean is that in the green room, a lot of uh, people like to try to script everything and have it all there and they have all the greatest dialogue before they actually get on air and and hit record and hit or go on air and go live. So don't leave it in the room. The best stuff happens on the podcast. Now we don't even talk about this. We haven't talked at all about who we're going to talk about today, right?

Alan Wyatt: 1:40

right, so basically you're quoting me I am but.

Chris Lalomia: 1:43

I heard it from another, more reputable source, a national television show, you know you do that to me all the time.

Alan Wyatt: 1:48

Hey, Alan, I have this idea.

Chris Lalomia: 1:50

Jennifer, let me tell you about this great idea that I did with my team and the trusted toolbox. So I have four ladies in the office and for one year, for Christmas, what I did was I pulled the youngest one into my office first and I said look, nobody knows I'm doing this. I'm going to give you $200 for an Amex gift card, and here's the rules. You have to go and spend it on yourself and send me a picture of what you've got, and it can't be for your kids, it can't be for somebody else. I wanted you to go spend something on yourself. So I went and did that. So I told Alan I'm like like alan, I had this great idea and I told him what I did. He goes. I'm the one who told you that. I'm like that's right, I knew you told me that when I forgot about it.

Alan Wyatt: 2:28

I'm this little voice that whispers in his head and then he just sucks all the good ideas out of me and then takes them for his own. By the way, you were so proud of yourself I was, so I'm like, really I can't get credit for that one either. No, no, you can't.

Chris Lalomia: 2:42

I know that was awesome. So, yes, this guy said it and I was like, oh my God, that's exactly what Ellen says. It's time to just roll it and let's go podcast. And so let's go, rock this sucker and let's get moving. You're in your car, time to get it out, let's go. Man. We're going to have some fun today because we have a true rock star on the show today baby Jennifer Filson from Rockstar Marketing. I met Jennifer at a national convention and literally I watched her as she was speaking. I was like, hey, man, she's really engaging. And so a guy leans over and says he goes, I think that's the female version of you. And then Amanda said yes, exactly. So Amanda introduced me to her after and said you've got to meet Jennifer. I'm like Jennifer, we started talking and, sure enough, one of the best connections I made this entire national conference was meeting Jennifer and we had a blast and I only talked to her for literally like 10 minutes.

Jennifer Filzen: 3:37

I know we didn't get to hang out much at all. We were sitting in the same areas but like we were just in thelanta group and I I was such a fan of the atlanta group I was just hanging out. I love you guys.

Chris Lalomia: 3:49

You guys are amazing yeah, so we had a lot of fun, but we're gonna have even more fun today, right on yeah yeah, I gotta say this because I have a feeling I'm not gonna get to say another word.

Alan Wyatt: 4:00

The rest of the podcast, because, yeah, the second you said oh, she's just like me, I'm like, well, then, why am I even here?

Chris Lalomia: 4:07

yeah, well, it was debatable. I actually, when I pressed, uh, required or optional, I actually went back and forth do I invite him or I don't know. But but, jennifer, you got a great story and I want to jump into it, because today you help people with rockstar marketing, doing your marketing stuff, and we're going to get into all that and how you can help people with that. But I got to know you didn't get into this right away. So how did you start? You're 18 years old and you started doing what oh my gosh, OK, I was born.

Chris Lalomia: 4:41

That's right. It all started in the cotton fields of Alabama.

Jennifer Filzen: 4:45

You know, in fact, okay, so let me just tell you where I'm at now and then I'll work backward a little bit. 53 years old, live in Monterey, california. I live a beautiful life. Born and raised in Jacksonville, florida, so I grew up there and then I moved out here to California when I was in my 20s. So love California, love Florida. Growing up in Jacksonville, florida before the Internet, I'm a 70s kid so I always dreamed of being a rock star, but back in those days there was no Internet.

Jennifer Filzen: 5:22

If you wanted to be a musician, if you wanted to be known, you had to go to New York City or you had to go to Los Angeles and it just seemed so unattainable. When I was a little girl, dreaming of being a rock star. So I got my degrees in vocal performance, so I learned opera and then I would later take lessons in jazz. I always loved to sing. My parents were guitarists and I was singing since I was a little kid. But I love to sing and I love to create, but I really don't like to perform as a soloist. Being in choruses was fine, but when I stand out there by myself in front of an audience, it's like so fast forward to. I'm graduating college and I have an education degree. Because I realized that I'm not going to really make it as a musician, I decided to go into teaching. Later on, I would find out that I don't really like kids that much. The joke is, I taught seventh grade. It was the best form of birth control ever. So.

Chris Lalomia: 6:29

I still don't have children, but oh my gosh, that'll do it to you. I was about to say, look at, she's mrs holland's opus from the movie where richard drive was the rock star. And she's like no, no, I actually uh, no, I don't like kids.

Jennifer Filzen: 6:41

Yeah, especially don't like your kids well, I like my friends' kids and I love teaching teenagers how to drive.

Chris Lalomia: 6:47

I don't like all of my friends' kids and I love teaching kids how to drum I like my friends' kids.

Jennifer Filzen: 6:52

But I just knew that it wasn't in the cards for me because again teaching seventh grade. So anyway, but I always loved teaching and so I still teach to this day. I love and you saw me in the as a teacher at the NARI annual conference because I love sharing information, sharing knowledge. So anyway, this whole, this whole music thing. So what happened was is like I just put that aside and I kind of lived with regret, like what happened to me.

Jennifer Filzen: 7:21

I didn't really pursue my dreams of music until 2006. I was going through a divorce and I had a lot of angst, as a divorce will create. So instead of taking medication, I decided to purge my feelings by writing poetry. And then I would figure out, hey, I can make songs out of this. And I was doing this in 2006, when Craigslist was still relatively new and not uncool. It was where you could find producers and musicians and different things.

Jennifer Filzen: 7:54

So essentially I created two albums and because of my education, marketing and sales background, I figured, hey, if I'm going to do this, can I make some money off of it and can I go commercial? And I tried and I kind of failed, but I did qualify for Grammys on the first album and then I qualified for Grammys again on the second album and I didn't make much money. But what I did make is a successful marketing agency from all the street cred I gathered, learning social media marketing and figuring out how to take the power of storytelling, which is creating a song, and turning that storytelling into the SEO content, the social media content, the blogs and all the different storytelling aspects for small businesses. So I tell this in my marketing classes all the time. I spent $60,000 of my money on creating two albums and all the music videos and promoting my music over five years and I made a whopping $1,400 back. It was the most horrid return on investment one would ever dream of.

Alan Wyatt: 9:06

But you can still say you're a professional musician because you got paid.

Jennifer Filzen: 9:09

I can still say that, but I wasn't making any money, you don't have to mention that.

Chris Lalomia: 9:14

And with that new Taylor Swift album that just came out. She is the OG tortured poet right there. She is the tortured poet and you know what? I think Taylor stole that. You should probably go sue her. Isn't that what we're supposed?

Jennifer Filzen: 9:26

to do I love Taylor Swift, you're not supposed to read teen magazines anymore.

Chris Lalomia: 9:29

Chris. Well, I stayed up until 2 o'clock in the morning until it came out, and then I got a double album and I went crazy. That was pretty cool.

Jennifer Filzen: 9:37

I got to stay up all night.

Alan Wyatt: 9:38

That was pretty cool Double album. I had a rock star idol in the 70s yeah.

Jennifer Filzen: 9:43

Right on. You know, it's just. It's one of those things where we're told when we're kids go after your passions, go after your dreams. And then we do it, and it doesn't always go the way we think. You know, I thought that I was a complete failure after five years of pursuing my music, but then I figured out. Oh wait, a minute. I did indeed start collecting royalty checks off of my one hit wonder, which is big in India. So no one here at home knows who I am, but for those who are curious.

Jennifer Filzen: 10:11

Bohemia is the artist that remixed my song what have I Learned? And if you go onto Spotify or onto YouTube, you'll see Bohemia and Jennifer Filson. What have I Learned? And that's the remix. And he is rapping in Punjabi and he is the Eminem equivalent over in India, so he's a big deal.

Alan Wyatt: 10:29

So do you have to be in disguise in New Delhi, if you ever go?

Jennifer Filzen: 10:32

Right.

Chris Lalomia: 10:33

You know our podcast does go to India, so you better watch out Right on.

Jennifer Filzen: 10:36

Right on, I love it, I love it.

Chris Lalomia: 10:39

So Alan asked a question, though, and I want to know the answer to what or who was your rock star idol in your 70s? In the 70s? Because we're all, we're the same age in the 70s yeah, who is? Who is the one you know?

Jennifer Filzen: 10:51

what I just last night.

Chris Lalomia: 10:52

Just last night I went and I saw adamant and the english beat in concert oh my gosh so fabulous that's not who I thought, especially when she said jacksonville, because I was thinking well, 30, okay.

Jennifer Filzen: 11:07

So the van zant family is big, they're 38 special, you know now we're talking southern fried rock. Come on, girl however, my parents were folkies and I studied opera, so I was more inclined to like listen to jazz so you had all right.

Chris Lalomia: 11:25

So the jazz and the 70s yeah, I have.

Jennifer Filzen: 11:28

I have very eclectic musical taste and, and even even now my husband and I teach west coast swing dancing and we dance to everything. So so it's rare that I find music that I don't care for. But I'm thinking 70s, but really I'm an 80s chick, I'm an eighties chick.

Chris Lalomia: 11:45

Yeah, that's Adam man. Yeah, so for me it was. It was Zepp man, led Zeppelin all day long, yep, so I can, I can rip it off. And I lived in Michigan, but I would say, and I lived in Ted Nugent's hometown, so he always had to love Nuge and the Cat Scratch Fever had it. But I always identified with Southern Fried Rock, but they just didn't play it Again, back to when we were growing up, it wasn't like, hey, I'm going to put this on my iPod, you know what I'm going to do.

Chris Lalomia: 12:12

Digital music no, no, no, no, no. All you got were the radio station. I was just outside of Detroit and I don't care what station you listen to, motown was always on it. You can listen to hard rock, motown. You can listen to a classical radio station, motown Talk radio. They would play a Motown song in the middle of talk radio, and so I grew up with that too. So I love that. But again, I love all kinds of music, all right. So here you go. Tortured artist, you spent $60,000 to build your business. That's the way to look at it. I did.

Jennifer Filzen: 12:42

And now I've made way more than 60 grand. Oh, good for you oh yeah, but at first I felt like a complete loser. But then I realized, oh, wait, a minute, the social media marketing thing and the power of storytelling for small businesses. And we focus on the service industries. So I work with auto repair shops, I work with construction, remodeling HVAC, plumbers, electricians, roofers. We even actually were doing marketing for the Monterey Bay Football Club, which is the union soccer team.

Chris Lalomia: 13:14

So yeah, nice, all right. So you found your niche. So obviously you had to pivot. It wasn't like you had a job and we're making money. You had to go out there and find a way to make money and you said I'm not going to just go schlep coffee, I'm not going to go pay the man and sit in some call center, I'm not going to go teach kids, for damn sure. I heard that one loud and clear yeah.

Alan Wyatt: 13:35

Received Right Well.

Jennifer Filzen: 13:37

I? I had to. I had to create my path. Actually, I did. I did almost all of those things, believe it or not, because I needed to craft a career that was tailor-made for me. And how lucky that I was able to do it, because I was able to do what I do thanks to the internet and thanks to social media right.

Chris Lalomia: 13:59

Starting in six. When did you start? Really, it's important because between six and ten, man, I started in eight and there was a big shift. And you know, today everybody's just assuming. You know, insta, facebook, tiktok no, man, none of that stuff was around Facebook. The Facebook was just getting started. So when did you start to see that social media?

Jennifer Filzen: 15:35

So I started. I was marketing director for a construction company in 2007.

Chris Lalomia: 15:42

Okay.

Jennifer Filzen: 15:43

And that is when I discovered three platforms that were very interesting, a thing called MySpace, remember that one.

Jennifer Filzen: 15:52

Yep and a new thing that just came online to the masses Facebook and another new thing that came online to the masses Twitter Also, too, since I was working with construction and I was working with homes. There was also, like there were some other real estate related social media platforms and, honestly, it's been so long I can't remember, but I just made sure that I was an early adopter and amassed as many friends and followers as I could. So, yeah, back in the day, I was a pioneer in the social media realm and that was how I was able to get qualified for the Grammy nominations, because it was a lot easier. Now, if you compare me to an influencer, I'm going to look like a complete loser because, first off, I'm not I'm not promoting myself. I'm now focusing on the social media, marketing and storytelling for 60 different clients, so I'm the last one to promote myself. Does that make sense?

Chris Lalomia: 16:52

Yes, no, yeah, but, but but again you. I think the thing I took away from that was early adopter and seeing a shift or a pivot, especially for when you think about remodelers, roofers, windows, uh, construction companies in general usually last to adopt stuff like this. Right, right, I mean, we're still paper and pen. We were still probably going out there the tape measures, uh, penciling the things up, writing on the back of napkins, giving invoices, and so to do this. I mean you were taking these guys up to another level. Oh for sure.

Jennifer Filzen: 17:24

I remembered okay, it's 2007.

Jennifer Filzen: 17:26

I start talking about social media and again, I was marketing director for a construction company, so this is before the great recession. So it was finally 2009, when things were just not looking good for this construction company and I decided to start Rockstar Marketing and started working with real estate agents in the Monterey County Association of Realtors and I wanted to teach them all that I knew about social media because I wanted to help them. And I just got so much side eye because in 2009, they were like, no, no, no, we have the phone book, we have newspapers bringing word of mouth referrals. We don't need this social media. It's such a fad and I kid you, not guys, I've been teaching marketing classes a long time to various businesses and different associations and even as recent as 2019, I was still trying to convince people in the auto repair industry that, yes, social media is here to stay and it's to be taken seriously. It wasn't until the COVID pandemic that people finally realized oh, oh, yeah, this social media thing is really important. It's replaced televisions, it's replaced the radio.

Jennifer Filzen: 18:39

It's replaced theisions, it's right. The radio it's replaced the newspaper. It is definitely here to stay, and so I've, yeah, I've seen there's the new song social media killed the television star.

Chris Lalomia: 18:51

I'd rather she sing it. You're right, obviously you can tell I I had no, I had no aspirations keep going, although I can? I can drum the hell out of a drum kit. But anyway, back to Jennifer.

Alan Wyatt: 19:02

If we could, so, like I'm standing in your way, have you noticed? I'm just sitting here at a tennis match. I go back and forth between the two of you.

Jennifer Filzen: 19:09

Please jump in. The water is warm honey.

Chris Lalomia: 19:12

That's right, baby, come on, jump in. The water is warm. I love there's a story for you, all right? So, jennifer, obviously, uh, used the teaching, used the, the ability to perform, figured out storytelling, but use that to your advantage on the early adopter side. I mean that stuff is all I mean just genius. I mean really you said you failed, but really I mean just came together like we didn't feel like I was a genius at the time.

Jennifer Filzen: 19:36

honestly, you know, when you're, when you're going through your life savings and you're trying to make ends meet, you just pivot and you come up with things that are a solution for people and I finally kind of stumbled my way into it. So, so, as a 53 year old, I'm going to tell you guys, you know, I sometimes I see people my age who started their careers when they were like 19, 20, and they stayed in the same career and they just married once and they didn't go through a divorce. And so here I am. I'm like dang, I'm behind. You know cause I had. I had multiple careers and multiple layoffs and multiple industries over my over my career path and finally I started in 2009, rockstar Marketing, because no one can fire me now. Well, actually, that's not true. Clients can fire me, those are my bosses now, but I can't get laid off from myself, right?

Chris Lalomia: 20:29

Yeah.

Jennifer Filzen: 20:31

But you know, I always felt like I was behind. But you're right, we all, I guess. If anything, the lesson that I've learned is we all bloom at our own pace and sometimes, when you feel like you're going backwards and everyone is going way beyond you, I have to remind myself that when you draw the arrow back with the bow and the bowstring before you launch it, it goes backward before it can be propelled forward. Good, visual.

Chris Lalomia: 21:01

That is a good visual right.

Jennifer Filzen: 21:03

Yeah, you got to pull back. I have to remind myself that, no, I'm doing just fine, that'll be the chapter in Chris's next book.

Chris Lalomia: 21:09

Don't worry. Yeah, so obviously just reestablishing. Suing Taylor Swift not an option. But coming after me, go ahead, but they're not going to get much.

Alan Wyatt: 21:18

It'll be Chris's idea, go ahead, but they're not going to get much. It'll be Chris's idea, alan Alan.

Chris Lalomia: 21:21

I have this great idea. Here's the visual. I'm going to pull back my arrow to launch forward. Yeah, I'm definitely doing that.

Alan Wyatt: 21:28

You're so smart.

Chris Lalomia: 21:29

I am so smart. That's why I do this podcast just to tell everybody how smart I am.

Jennifer Filzen: 21:34

Okay, you guys have me in stitches. I love you both.

Alan Wyatt: 21:36

All right, you have 60 clients and each one has its own story. Each one has its own voice, but you have to be the voice for 60 different people, so are you creating the voice for them? Are you actually trying to project what you think they are really about?

Jennifer Filzen: 21:55

Oh, I love that question Ding ding, ding Winning question oh man, yeah, did you get that?

Alan Wyatt: 21:59

You didn't know that we had that question Ding ding ding. Winning question oh man, yeah, did you get that, you didn't know that we had that down.

Chris Lalomia: 22:01

Like all marriages, we keep score. I'm really glad that you asked.

Jennifer Filzen: 22:04

Alan because how we do it here at Rockstar Marketing is not by handing you a piece of paper saying here you go, fill this out, tell us all about you, and then we'll take what you've written and apply it to the story on your website and the story in your social media. Nope, nope, we don't do that.

Jennifer Filzen: 22:25

We actually do because that's what I would expect, right we do an interview and that interview lasts from two to three hours and that interview consists of really basic, open-ended questions, and the questions are what makes you special and unique, what is your why, who do you serve and what do you want people to know about you?

Alan Wyatt: 22:55

How often do you have to explain the what is your why? Question?

Jennifer Filzen: 22:58

Oh, all the time. But once I explain it it's easy. But let me tell you those open-ended questions and I'm a real active listener, so I'll listen to somebody tell something. I'll be like, wait a minute, you said something really cool, let's dive into that and I'll tell you what.

Jennifer Filzen: 23:15

Guys, I love interviewing people because they don't realize the superheroes that they are. They're too close to it. They have seen their blood, sweat and tears. They don't realize how amazing and important and cathartic they are in the work that they do for the people that they serve. And it's so cool because this may sound crazy, but I've been accused of being crazy before, so this is not scaring me, but I love it when I can ask such deep, profound questions and get people in touch with why they started their business and who they really are. And I make them cry and I'm so proud of it.

Jennifer Filzen: 24:01

Just last week I made someone cry and it was amazing because it was because she was remembering why she got into this business and with tears in her eyes she says with the remodeling work that we do, we save marriages and help families grow stronger, because they take the angst of the design work out of the picture and they create a beautiful kitchen or bathroom or space within the home that really forms a partnership, as opposed to a me you, us against them kind of feeling. It's like let's make everybody in the family a partner, let's solve problems and let's for lack of a better term let's get the guy excited about preparing meals together in the family kitchen, opposed to nope, I'm just gonna let the wife do it. I'm still on that too.

Alan Wyatt: 24:58

Three well, you cry about your business all the time, but it's not for the same reason I'm you know.

Chris Lalomia: 25:03

She said, yeah, I make them cry. I'm like, oh, that's really easy. Hey, chris, how much money did you make last month?

Alan Wyatt: 25:08

that was march, but it's really cool I paid everybody to be here, I could have still been a big fat cat corporate executive with minions, could have had minions and money and piles of money and and I could have had a recede. But no, I've got a stupid silverado.

Chris Lalomia: 25:30

It's dented up anyway, but I'm gonna do that because you're right. I mean, when you do a kitchen remodel, that's a very uh emotional thing for many people when they go through a remodeling. A lot of times, and especially with kitchens, they don't get it. Uh, in today's, in today's uh world, especially in the us, the kitchen for many people was the gathering spot. Whether you're a cook or not, it is the family gathering spot, your friend gathering spot, and when you go upset that gathering spot for eight weeks you just took eight weeks out of their life and I will tell you by the seventh week they're not liking it too much and there's a lot of emotion going on.

Alan Wyatt: 26:04

You've said that before like it doesn't even matter if the thing's going flawlessly, they just just like it's too late. You know fish and guests are both stink after three days. Uh, fishing customers, yeah, or contractors?

Chris Lalomia: 26:15

contractors stink. Well, that's my, my dad. I always said that there there's an uh this is a famous colloquialism everywhere. But, um, the same thing about family and fish. Uh, after three days, they both start to stink. And then and we had a sicilian phrase for it that, uh, my dad used to use as well, but didn't use it in sicilian but we always had three-day vacations with the fam, and then we were hitting the road and going back, oh, leave them wanting more.

Chris Lalomia: 26:38

So, but, yeah, in this case, I mean, it's a, it's a big deal, because you, you're gutting their, their whole life, uh, especially in the winter time. Oh, yeah, north, because you come in, you go to three places. If you have a garage, you go in your garage, you go to your kitchen, you go to your bedroom. You change, you come back out to your kitchen. You go in your garage, you go to your kitchen, you go to your bedroom, you change, you come back out to your kitchen. You, you prepare your meal, you eat meal and you watch TV, and now it's all happening in the same place and you don't look at any other room in the house and other than the master bath before you go back to work the next morning.

Jennifer Filzen: 27:05

Right.

Chris Lalomia: 27:06

And if I rip that sucker out, man, you are not going to be happy with me at week four because you're like, but you, because you're like, but you. But I told you it was gonna be eight weeks, yeah, but I just thought you'd be faster. You know there's been days when you haven't been here. Well, there's reasons, right, that we aren't, but you know, I watched on HGTV. It was done in I know 22 minutes with commercials, Exactly, yeah. So so back to that story. But you got that out of them. What a powerful marketing message for that company to have their unique put out there. Against people like me who don't say that out there, we just say, hey, we can do your kitchen.

Jennifer Filzen: 27:39

That's the thing you've got to, really Okay. So in one of my classes I I ask a question to the to the students Okay, do you know the difference between penguins? Can you tell them apart? Now I live here in Monterey, california. I used to be a volunteer at the Monterey Bay Aquarium and I used to work with the two coolest animals in the entire aquarium. I used to work with the penguins and I was a scuba diver in the sea otter tank so the two coolest animals ever. And I learned.

Jennifer Filzen: 28:06

I learned about the penguins quite a bit because for us who are volunteers to identify them, they all have little little arm bands, that attached by their armpit. So they've got their little wing right. And if it if it has the the background in black but the letters are in white, we know that that is a female and that's her name. So it might be, you know, ray or Pretoria, right. Or if it's a white background with black lettering, we know that that's a male. It could be Sequoia or Durban or whatever their names are right.

Chris Lalomia: 28:45

Why do they get cool names? Why don't they get like Bob Jack?

Jennifer Filzen: 28:47

Oh well, actually the names of the Monterey Bay Aquarium penguins. They are South African black-footed penguins. Therefore, the majority of their names are actually from south african land.

Chris Lalomia: 29:02

I get it all right, fine cool.

Jennifer Filzen: 29:05

All right continue but when ray was a chick born here at the monterey bay aquarium and they asked the members to vote the name, and that's when the newest star wars series came out ray r-e-y. They wanted to name her ray after the heroine who we all love, daisy ridley's character. Yeah, isn't that cute, but uh, yeah, I asked people do you know the difference between penguins and and?

Chris Lalomia: 29:33

I forgot why, we're talking about penguins.

Alan Wyatt: 29:37

We were talking about penguins, Anyway the reason why we're actually talking about business.

Jennifer Filzen: 29:41

Hold on, I'm almost. I swear to God, I'm almost done, I promise I just I segue right. Anyway, I asked them do you know the difference between penguins and people go? No, and I said I don't know either, but they know. But here's the thing when you are promoting your business, do you look like a penguin or do you stand out? Because, for example, the auto repair world, what are their logo colors? I'll bet you you could name them blue, red, black and gray. Yes, everyone in the auto repair world pretty much has those same colors as their logo. Why not purple? Why not yellow? Why not green? Why not turquoise?

Alan Wyatt: 30:18

I'd never take my truck to a place that had yellow or turquoise. Really, you sure about that? I'm just starting.

Jennifer Filzen: 30:25

Oh, you want to say something.

Alan Wyatt: 30:28

I wanted to use some words.

Jennifer Filzen: 30:30

But if you can make yourself stand out, then you won't have to have as much competition. And also, let's discuss scarcity versus abundance mentality. Scarcity mentality is worrying what all your competitors are doing, but abundance mentality is highlighting what makes you special and unique and what your why is, and you don't have to worry about the competition when you focus on your superpowers and your team's superpowers and what you bring to the table, and then that's how people can differentiate you in business. So, yes, it is really important that that interview of what is your story happens, because if it's just you writing it down on a piece of paper, you're too close to it. You're not going to see your genius like somebody like myself could.

Chris Lalomia: 31:19

I like that. I would love for people to tell me how genius I am. Is that what you got out of that? What I took out of that was don't look like the other penguins, spray paint yourself. And two, don't call yourself Bob, because there's too many Bobs out there.

Chris Lalomia: 31:32

And then everybody says you're a genius. And then everybody says a genius, I'm hired, all right, rockstar marketing, let's come in tell me how good I am? Uh, do I eat? Do I? Do I get to eat grapes? And sit back like caesar, uh, while she tells me how great I am, or do I actually have to?

Alan Wyatt: 31:48

work well. Yeah, go with that. All right.

Chris Lalomia: 31:50

I'm sure that's probably the platinum visualize that everybody right, if you call j Jennifer, you get to be told how much of a genius you are and you get to sit back with your tiara on or whatever you want to put on. You can put your gold wreath and you eat grapes in your toga while you're talking to Jennifer and you get to tell her yes, I am the emperor, thank you. So.

Alan Wyatt: 32:10

I think we just figured out her process. I don't think the Caesars wore tiaras. What did they wear it?

Jennifer Filzen: 32:15

was the grape leaf.

Alan Wyatt: 32:18

It was a woven plant Leaves.

Chris Lalomia: 32:23

I love it, Bratz you know that one year I went to that. Now I know what happened at that Halloween party. I was wearing that stupid tiara and I was wondering why all these guys were talking to me. Hey, no, I'm not a queen.

Alan Wyatt: 32:43

I am not a queen. You made some. I am not a queen, I am caesar, okay, so I? So I want to dig into this because it sounds great and you know you talk about your unique selling proposition, what makes you special. So I'm a guy with a break shop. I do a good job. You know customers are important to me, know that story seems pretty similar to other people who have a break shop. I mean, what do you find that you can work with in a blocking and tackling kind of business like that?

Jennifer Filzen: 33:09

Well, that's why I need to have that interview go about two or three hours, because in the first hour and a half everyone tells me pretty much the same thing, and then they'll wear them relaxed.

Jennifer Filzen: 33:21

after they've opened up, then they start saying something. I'm like, in my active listening skills I get a spidey sense. I'm like let's dive into that more. Let's talk about a guy who, uh, was in auto repair in Sunnyvale, california, ralph, and Ralph was pretty, he's like, he's like a quiet guy, and so getting things out of him and having him tell his story and it was a little hard. It was a little hard, I'm not gonna lie. He was just, you know, he's just a quiet, reserved guy. So he really wasn't into self promotion and it took me a while to tease that information out, until we started talking about what he was going to do over the weekend.

Jennifer Filzen: 33:58

It was coming up on Labor Day weekend. I said so what are you going to do for the Labor Day weekend? He goes. Well, I'm a private pilot and I have a plane and my wife and three kids were going to go up in the plane and we're going to go to our mountain cabin. I said oh really, tell me what kind of plane you had. My dad was a private pilot. What kind of plane do you have? He goes, I have a. Forgive me, it's been a long time. I think the name of the plane is a Mooney.

Chris Lalomia: 34:31

Mooney Gosh. Now I want to look that up. Is that the right? Okay, While you look that up, I want a. Want a g7. What?

Alan Wyatt: 34:35

is that part of your story?

Chris Lalomia: 34:37

yes, so she asked me yeah oh, you didn't ask him what you wanted. I'm sorry all right.

Alan Wyatt: 34:41

So it's a mooney, all right so anyway, I said what is a?

Jennifer Filzen: 34:44

mooney g7 he goes.

Jennifer Filzen: 34:46

Well, and this guy was a bmw specialist right, and he said, well, a mooney is kind of like a bmw, it has retract, it's a small plane but it has retractable landing gear. And he started going on and the guy started talking about his plane like it was another baby and I was like I've got them. And then I was like so, so, before you go up on a on a plane ride with your entire family in there, you know that's some precious cargo. What is it that you're doing? He goes oh, I have a checklist and I go through my entire checklist and I realized that the checklist that he was talking about for his plane was similar to what he had said earlier in the interview about how he's very methodical about making sure that his clients, bmws and other vehicles are also very safe.

Jennifer Filzen: 35:31

And I said, ralph, I think I figured out your why he goes. What do you mean? I said, well, you are very meticulous because safety is important to you. It's just like with your plane. You truly love and treasure your family, you truly love and treasure your clients and you will not allow them to hit the road, just as you will not allow yourself to take flight until all of those checkpoints have been met and they're green. And that's how you show your love for your clients and he goes wow did he cry?

Jennifer Filzen: 36:01

he couldn't, he did, he couldn't see she's so good great question, you know I'm gonna give you.

Chris Lalomia: 36:08

She made ralph the penguin cry and fly. How about that?

Jennifer Filzen: 36:14

that's, that's what I heard, okay, a little bit of license there on the creativity but, okay, okay.

Alan Wyatt: 36:19

Okay, okay, just a little glimpse into the mind of Chris. I'm jumping all over the place, but you're asking the right question. That's why I'm here, so to finish off.

Chris Lalomia: 36:28

what did you do with Ralph? Can you take us through? What did you do with him and implement in his story? And and let's, let's talk to talk through the success story that you took him through?

Jennifer Filzen: 36:37

Well, we definitely shared his story. We wrote up to 90 pages of SEO content. So what that means is what does that mean? That sounds like a different language to some people, but pretty much every landing page on your website needs to be keyword focused to that specific keyword. So, for example, it's easy to write 90 pages worth of content for an auto repair shop, because, think about it, think of all the different types of vehicle brands that you might work on BMW, audi, volkswagen, toyota, honda, et cetera, et cetera, et cetera. Right, that's at least 20 different types of cars. Then think of all the different parts of a car that might need repair Brakes, oil change, check engine, light engine replacement, transmission replacement, drive train.

Alan Wyatt: 37:27

You're talking about Chevys right, Shut up.

Jennifer Filzen: 37:31

Fixture repair daily.

Chris Lalomia: 37:33

Yeah, he's got a phone on road dead. I have a Chevy, but of course I had to change up my training Ask any auto repair shop.

Jennifer Filzen: 37:40

What's the number one vehicle that needs repair? Most often Ford.

Chris Lalomia: 37:43

Chrysler. That's what I would have said too. I would have Chrysler, and I'm from Detroit.

Jennifer Filzen: 37:50

So, anyway, what we're doing is by building a page and again, I teach a class on this. So let's just say that check engine light is the particular keyword that we're going to focus on. Well, there's a formula, and the formula is you want to talk about check engine light enough times in that page to make the Google search bots happy as they're indexing the page, but then you also need to implement other keywords, such as the name of your business that's an important keyword to put in there the geolocation so what city are you located in and then other pertinent keywords for your industry. So, for this case, check engine light would be Ralph's Auto Repair, sunnyvale, california, auto mechanic and auto repair. So those might be the keywords, and it's we got to infuse all those keywords in the story. So we've got the interview with the story, we've got the keywords, and then we make magic talking about that story using those keywords, and then we repeat, we rinse and repeat for the next keyword, and then we rinse and repeat for the next, and what we're doing is we're building a bigger net to capture more fish, right?

Jennifer Filzen: 39:03

Same thing with the remodeling industry, right? You've got kitchens, you've got bathrooms. Think of every room in the house. There's keywords there, but then what goes into each one? Is it skylights? Is it cabinetry? Is it flooring? Is it painting? Is it custom work? Is it stained glass? Is it drywall? Is it transforming a space? Is it a certain type of design? Is it a certain brand of appliances? There's just so much to talk about that easily. You can come up with 90 pages of content to write about for your website.

Alan Wyatt: 39:50

And those 90 pages all have to be really good, yes, and original. At least the way I think about it. When you're going to somebody's website, you end up on the homepage first, and that's not necessarily the case, because I always think about going into the website, going into the front door, and then you look at the menu and decide where you want to go. But if you're Googling something, you know, one of the things that you just listed, you may end up landing on one of those pages and not on the front door, and so that one better be just as captivating as the homepage.

Jennifer Filzen: 40:23

Amen, brother. In fact, we had the same thing happen with a painting company. We were working with a painting company and we were doing all the pages, and then there was this one page that was so obscure that nobody expected this to create an entire new division for their business. But it was front door restoration. Because there are some houses that have beautifully architecturally designed doors that you can't go and replace by just simply going to Home Depot. These are architectural featured doors, yes.

Jennifer Filzen: 40:55

So when the sun hits those after 20 years, what are you going to do? Are you going to throw that door out or you're going to restore it? So we had the landing page with the front door restoration. We threw a couple of videos on there showing their process and, holy cow, did that one page just perform better. So when people are telling me, oh, I don't need a page like that because that's not really something we focus on, it's like, well, are you sure? Oh, I don't need a page like that because that's not really something we focus on. It's like well, are you sure? Because if you don't mind doing this kind of work, this could be an unexpectedly blessed revenue stream for you.

Alan Wyatt: 41:28

So they just had it as a list of services. It was just buried in there and now they have a whole division.

Jennifer Filzen: 41:34

Yeah.

Chris Lalomia: 41:35

Hang on one second. Hey, google, put front door restoration on my page. You know, it's so funny because when I first started my business in 2008, I was asked to do some front doors and I was at the time, I didn't have a skillset to do it and I found guys who would do nothing but restore some of these great wood doors, because here in Atlanta we have not only the sun, but we have this other beautiful thing called humidity, which you remember from Jacksonville, oh yeah, and so those UV rays and the heat and the humidity just beat these things. These guys used to take the doors, plug it, take it back to their shop and then, basically, would strip them down, sand them down and then put the stain on with two coats of poly, or three coats of poly, depending on what they wanted.

Chris Lalomia: 42:19

And gorgeous, I I mean coming back looking like furniture. And but again, back in 2008, even then they were charging 1500, and today I don't even know I probably I'd probably be at three. I'm sure people would pay it, because pay that or you got to buy a brand new wood door and some of these things. Well, in fact, when we did we, so I've got one guy who can do it. Really well, we do do them. I just don't advertise that we do it.

Alan Wyatt: 42:43

Well, I want to put you on the spot. You've been talking about um. I don't know what the right term is, but upfitting people's homes for seniors.

Chris Lalomia: 42:51

Yeah, doing a lot of aging.

Alan Wyatt: 42:53

So have you, uh, have you turned that particular landing page into a home?

Chris Lalomia: 42:57

run that landing page. Funny enough, that has not really made it onto the website and I just redesigned my website, which is I actually did write that one down. Today I was actually at a local convention talking about age tech, where they actually noted that I was the guy who does all the outfits in the house. For a certain number of people, it's a really fascinating. Yeah, it's, it's, and I'll tell you it's very rewarding. We do it for, uh, active disabled adults and people aging in place and we're starting to find a niche. And hasn't grown yet, Um, but I can feel it. I mean, I think that's a good win.

Jennifer Filzen: 43:32

Let me tell your story please. That'd be so much fun.

Chris Lalomia: 43:35

Well, we're going to talk more because I think I get to make you cry, chris.

Jennifer Filzen: 43:40

All right, you know what that's not really hard.

Chris Lalomia: 43:42

It's really not hard, it's pretty easy. Like Jim Belvano said, you laugh, you cry, you think that's a full day, right.

Jennifer Filzen: 43:53

With all this talk about me making grown men cry. You know, I got to stop because people are never going to call me, because they're like no, no, I don't want to be in touch with my emotions, but it it is.

Jennifer Filzen: 43:59

I bring it up only because I have. I have made people laugh, I've made people cry. But the biggest reward, honestly the the biggest compliment, is when people say wow, I had no idea I was that special. And especially after they see us tell that story they're like wow, wow, wow that's a big service you're doing for people.

Alan Wyatt: 44:20

Now. Chris already knows he's special.

Chris Lalomia: 44:22

I do I tell people, I tell ellen all the time how good I am. I mean, it's back.

Alan Wyatt: 44:26

We got ready to go on the podcast he walked in, I'm like, ah, and it's not that just he's special, he's more special. I am yeah very special.

Chris Lalomia: 44:33

I'm very special in a lot of ways.

Jennifer Filzen: 44:37

Well, since I'm his his wonder twin in female form, I guess I'm also very special, that's right.

Chris Lalomia: 44:43

Yeah, I don't know, she's like now. She's like. You know what I think I should? I be offended that people said no, not at all, I love it, I love it. I want to go back to ralph, uh, the flying penguin the flying auto repair shop, yeah, so how did it end after you guys implemented it? Did he see an uptick in business? Did he come back to you? Oh yeah, way to go.

Jennifer Filzen: 45:03

Oh yeah consistently, consistently, because of our organic content and as well as the other stuff that we do the social media marketing and the google ads and all all the bells and whistles we consistently, every time, help our clients reach their next million dollars in annual revenue.

Chris Lalomia: 45:20

There you go. You want to get another million dollars in revenue. You got to call Rockstar Marketing Jennifer Filson. Jennifer, we're starting to come to the end. I know you've also written a book. Now that makes two of the three of us here on this podcast who have written a book.

Chris Lalomia: 45:34

Just one more thing that makes you special I know she's my twin, so, but I've only written one book, you've written two, so what are those two books? You should write more books. Oh, we're going to my friend, I know, and this is going to be one of the chapter the penguin chapter chapter. This chapter is gonna be.

Jennifer Filzen: 45:49

Let me help you write your story well, I have this is one guy we'll call him ralph yeah, there we go, ralph, you can buy these two books. So when I I just I just again, I love sharing helpful information, and so the first book that I came out with is a long title. It's called what dancing taught me about running a successful business, and essentially it's a. I'm sure you guys have seen books that talk about how football teams and the and the way things go in football or soccer or whatever team sports, how they apply to business, and I wanted to show how partner dancing, or just dancing period, applies to business and here's here's what I mean by it.

Jennifer Filzen: 46:43

With Make good notes chris, with, uh, with business, with business, what you need to do if you want to close a deal, you need to have clarity, confidence and certainty, because when you're clear about what you do and you confidently deliver that message, then it is certain that the people will be like, oh, that resonates with me and then they'll move forward Right.

Jennifer Filzen: 47:06

And so I heard a speaker talk about, you know, clarity, confidence and certainty and it's like, oh, wait a minute, why does that sound familiar? Well, in the West Coast swing dance Competition world, we judge couples based off of teamwork, timing and technique, and so they've got to be in sync with the timing of the music and with each other, they've got to show good technique with their footwork and they have to act as a team. Because if they're not working together as a team, so anyway, I just kept thinking well, what are all the other dance terms? So I I thought of, like, you know, novice level versus champion level. You know there's there's beginners in business and then there's. So anyway, it's, it's, it's just a really cool thing that I gave birth to and I love it, and I ended up doing a blue talk on it, not a Ted talk, but a blue talk on it and it's really performed really well, because it's also that we're new swear a lot.

Chris Lalomia: 48:04

Yeah, what is blue? Because I need to get on that chapter it has.

Jennifer Filzen: 48:07

It has a workbook in it, so I've had shops actually buy a copy of that for their entire team and then they use it as a workbook to see how they can improve the customer service experience.

Chris Lalomia: 48:20

Is it available on Amazon.

Jennifer Filzen: 48:23

Yes, it's available on Amazon. And then the next book that I wrote was the Give to Get Principle. I'd had this on my brain for a while, but it was COVID that forced me to write it, because I wanted to share all the really cool things that shops that I was working with were doing to create a nice reciprocity with their clients. And you, you know, when you give lovingly and don't necessarily expect a return, you're just, you're just really helping your relationships flourish right, and that that level of reciprocity will make people say, well, you know what this auto repair shop or this remodeler or this plumber they treat me so well, I'm going to tell everybody about them, and so that's what I do. I really value relationship over transaction, and that's really what this book is about. Now the third book that I'm currently writing.

Alan Wyatt: 49:19

I just finished editing it and it's you are so far behind, I'm no longer worthy of being.

Jennifer Filzen: 49:25

You're not you're not special I'm a professional writer. When you think about it, what do?

Chris Lalomia: 49:31

I know you are really storytelling all day.

Jennifer Filzen: 49:33

So like this, in fact this give to get principle book I wrote it in 43 days really quick, how many you're.

Alan Wyatt: 49:38

So I wrote it in 43 days Really quick, how many.

Jennifer Filzen: 49:40

You're so easy. I wrote it in 43 days. But this newest book that I'm working on, it's a monster and it's taken me almost two years, so I don't know when I'm going to get this thing out.

Chris Lalomia: 49:49

Now we're back to my speed.

Alan Wyatt: 49:51

I know.

Jennifer Filzen: 49:53

I decided to tackle an elephant and it's a women's social progress over the last 200 years. I'm writing a tome on that.

Chris Lalomia: 50:00

Oh wow, that's a big one.

Jennifer Filzen: 50:02

Yeah, passion projects Do I make any money off these? No, not really, but it just fuels my desire to share information and make the world a better place. One book, one marketing project, one teaching opportunity at a time.

Chris Lalomia: 50:20

Awesome. All right, I know we're coming to the end, so I want to ask our famous four questions. Because, other than your two books, what book would you recommend to our audience looking to scale their business or start a business?

Jennifer Filzen: 50:34

Okay, I'm a huge fan of Michael Michalowicz.

Alan Wyatt: 50:37

She's looking at her library. I'm a huge fan of Michael Mikulowicz.

Chris Lalomia: 50:41

She's looking at her library Michael Mikulowicz, the famous weird guy.

Jennifer Filzen: 50:45

He's written several.

Alan Wyatt: 50:47

I want to get him on. I'm being a sponsor, I'm going to get him on.

Chris Lalomia: 50:50

No, he always says it about himself. Mikulowicz says he's the guy with the funny last name. I love. I don't have the pumpkin plan, I have his other ones.

Jennifer Filzen: 50:58

I love the pumpkin plan by Mike Michalowicz. I never knew how to pronounce his last name, but I tell you what the guy the the. He is one of the funniest writers and he just delivers his messages so beautifully. He's so talented and I'm just so delighted that the business world gets to benefit from his wisdom.

Jennifer Filzen: 51:17

I read this book three times and I recommend it to everybody. The reason why the pumpkin plan is so good is it talks about why it's important for you to find your niche. When we are in business, especially when we're starting and we're just desperate to get food on the table and covering our bodies with a roof over our head, we'll take anything, but then you'll learn quickly as a business owner that taking anything does not necessarily serve you or your clients well, how did that work for you, chris?

Chris Lalomia: 51:47

I did anything to anybody at any time when I first started. You're a slut. I was, and 16 years later, selective slut.

Jennifer Filzen: 51:58

Well, I tell you, when I started drilling down into auto repair industry, we became the content, the top content provider for the entire industry. We became the category king of storytelling. And now that is why you're seeing me in the remodeling industry and why you're seeing me in HVAC, because now that I've dominated the auto repair world, I'm going for other industries because I know it's effective and I have a track record of consistently.

Chris Lalomia: 52:25

I love that. You know what I'm dominating yet another industry. All right, let's keep going. Got a couple more questions. What's the favorite feature of your house?

Jennifer Filzen: 52:34

The one that I rent. The fact that I am seven blocks away from the pacific ocean and I can see this enough.

Alan Wyatt: 52:43

Oh man, you are in one of the prettiest parts of the world. Yep, I'm coming out there all right visit, I am it'll be fun all right, customer service pet peeve.

Chris Lalomia: 52:51

When you're out there, you're the customer. What's a customer service pet peeve of yours? Because ellen and I we're kind of crazy about this stuff. We're actually kind of customer service freaks, hello.

Jennifer Filzen: 52:59

Oh, I love it Because most of the time customer service is really good and it's rare that I get upset. But I think the time that I get upset is when my concerns are not validated.

Chris Lalomia: 53:20

I got it Not heard, not validated. You're like, hey, I got a problem. You're like, yeah, yeah, yeah, whatever.

Jennifer Filzen: 53:26

Because I am that person that is responding to the reviews for businesses. I'm I'm handling a lot of bad reviews. I can tell when something's going south in the company. I'll be like, hey, what's going on?

Chris Lalomia: 53:38

Got it All right. Last thing, our last four of the fourth question we want a DIY nightmare story One, two, three, four, ABCD. What's a DIY nightmare story?

Jennifer Filzen: 53:51

Okay, so I am on the spectrum. I'm somewhere between ADHD, OCD and all the alphabet soup of being on the spectrum and I can handle projects that maybe last a couple of hours, but if it takes longer than a couple of hours I ain't doing it. So I learned the hard way years ago. This was back when I lived in San Jose and I had my own house and I was married to the first husband. Now I'm married to the dream husband, but I had to have the starter marriage before I had the current marriage and I decided to paint my own house. Oh my God, no, I only lasted for like the hallway, like the, like the the hallway to go down to the bedrooms. That's all I could muster. And then it was like time to hire a professional painter. Oh yeah.

Chris Lalomia: 54:42

Nice, that's well done. All right, jennifer, awesome. This, as as expected, was awesome, right, good start.

Alan Wyatt: 54:51

You're both.

Chris Lalomia: 54:51

So special. Rockstar marketing. We are special people. We'll put all the details. Go out there and check her out. Man Rock We'll put all the details. Go out there and check her out. Man Rockstar Marketing. That's Jennifer Filzen, f-i-l-z-e-n. You can go find her Rockstar Marketing. I will say her email is a little cryptic if you send her an email because she has some filter in the front of it so I didn't know if she was getting my emails. But you'll get through, that's all right, we're good. We'll put all in the podcast notes for everybody so they can find out where to find you on all the socials out there, because you know she's on every single one out there. This has been awesome.

Chris Lalomia: 55:24

Go tell your story. You know what Make it a big day? Go out there, go laugh, go cry, go think a little bit. Jim Balvano said it and guess what? So did Jennifer Filsen do it? And if you want to come to you because you have your wife figured out, go talk to her, because I know I'm going to well, alan I think that's enough for today.

Chris Lalomia: 55:48

Let's go and let's go tango, we're out of here.