Client Tech Education, Deep Data Study, and Micro-Testing: a Formula to Boost Business in Uncertain Times

Brian Lawson and his brother left their jobs in engineering, IT, and software development to found WebMO (Web Marketing Optimizer), a digital marketing agency. From the beginning, they focused on optimizing organic visibility/SEO and doing Google search ads, not just studying digital marketing tactics, strategies, and analysis, but digging into the "behind the scenes" mechanics. Today, WebMO is heavily data-driven, does everything digital marketing, and serves a large number of diverse and predominantly small-businesses nationwide.

WebMO's "super-detailed" understanding of Google Analytics, conversion tracking, visitor engagement metrics, and the conversion heuristic enables the agency to fully understand clients' market spaces. Over the years, the agency built their own analytical tools. The combination of three major Google data points – Google Analytics, a company's Google Search Console data, and the data compiled in a company's Google my Business listing – provides a clear understanding of a company's "true space in the market."

Education is the beginning of WebMO's relationship with its clients. Brian loves to break down complicated technical concepts. He is used to speaking to groups of people, and loves running free workshops to help business owners understand complex concepts. As a result of this proactive training, WebMO became a Google Partner. When Google introduced the Grow with Google program, which encourages small business organizations, chambers of commerce, public libraries, agencies, and other organizations to participate in live feed educational workshops, WebMO was on board. Because of the huge number of people who have gone through WebMO's workshops, Google recognizes the agency as a "high impact partner."

Education on how Google works, Brian says, "is absolutely critical." After defining a client's market space, the agency evaluates the client's unique situation, and then makes recommendations.

Because Brian's agency works with smaller companies with smaller budgets, "testing" the market and quantifying the response works well. Instead of spending thousands of dollars for a huge campaign, the clients may spend a few hundred. WebMO is then able to quickly show them the ROI on that investment. Brian says, "If it's going to fail, fail fast and fail cheap."

Covid-19 changed the agency's operations. Although WebMO has been unable to meet with clients in person, it continues its educational outreach through weekly updates. Google, Facebook, LinkedIn, Instagram, and Yelp are constantly tweaking their policies . . . WebMO is working to keep clients aware of these changes. One of Brian's more recent presentations covered "how to look at Google Trends to truly understand the impact that this [Covid-19] situation is having on your business."

Brian explains that Covid-19 has affected businesses in several different ways. Companies that provide such things as bartending services for parties are devastated. For other companies, like air conditioning repair companies and plumbers, it's business as usual. For the last category, exemplified by companies that sell cleaning supplies, provide in-home nanny services, and medical professionals who are still working, traffic has gone "off the charts."

In addition to having its own clients, WebMO partners with agencies that need an invisible number cruncher. When asked what he would have done differently when he started his agency, Brian said, he should have been "a little quicker to respond to where our clients were probably needing us most." He seems to be doing that now.

Brian can be reached on his agency's website at: www.web-mo.com

Transcript Follows:

ROB: Welcome to the Marketing Agency Leadership Podcast. I'm your host, Rob Kischuk, and I am joined today by Brian Lawson, Owner and Co-founder of WebMO, based in Tucson, Arizona. Welcome to the podcast.

BRIAN: Hey, thanks, Rob. I appreciate you having me on.

ROB: Brian, it's great to have you. Why don't you start off by telling us about WebMO and what makes WebMO great?

BRIAN: Awesome. We are, as you mentioned, a Tucson, Arizona based digital marketing agency. I've always introduced our company as being a little different than quite a few others in our space because of our backgrounds. The co-founders, myself and my brother, come from a much different background than the typical marketing agency background. A lot of times people that provide the types of services that we provide, like websites and digital marketing and SEO and Google and YouTube and Facebook and all that, tend to come from either the design world or sometimes a traditional marketing background.

Our backgrounds were in engineering, IT, software development, all those things. So, from the very beginning, we started approaching all of these digital marketing tactics and strategies and analysis with a much greater emphasis on the machinery, the real techy stuff that's lingering behind the scenes. You think about Google as one example; Google's a company that has 20,000 engineers and 300 designers.

So, taking that real math-based, almost "super nerd" approach, if you want to think about it that way, is a good way to approach it given the kind of issues we're dealing with. We tend to be – again, compared to most – a little more data-driven, a little more analytical. We definitely tend to be sometimes a little skeptical of other things that some others in our industry are saying. That gave us the foundation for a very unique and somewhat successful agency.

ROB: It sounds like that would also shape the sort of client who comes to you and resonates with you. What sort of clients are drawn to and resonate with this approach?

BRIAN: We have a pretty large variety of clients, which thankfully serves us well when things in the market go up or down. We don't really specialize in any one kind. We have some larger end clients that pretty much just engage our services purely for the data analysis part of what we do. We're one of the few agencies who have a complete understanding of all the things going on with Google Analytics and conversion tracking and embracing some of the math that's in our industry, like visitor engagement metrics or the conversion heuristic. We really get super detailed on that.

But interestingly, that overall idea is also very appealing to a small business. If you're a house painter and you've been through multiple agencies so far and no one's really been able to figure it out, when they hear that story, it's like, "Whoa, these guys are super into this stuff and they're really technical and analytical." In a way, it gives that client a reason to believe that maybe this time will be different.

Our industry, digital marketing, is old enough now to where most businesses out there have had at least one or two or more experiences with other efforts, and most of them haven't been exactly what they were hoping for. So as an agency – and I would say this to any agency – one of the things you have to really get out there for a client is a reason to believe that this time, things will be different.

For us, it's that. It's our unique value proposition, that idea that we're going to take a closer look at the data, but because we have this deep level of understanding of how this stuff works, we're going to find a way to get things happening that maybe weren't happening before.

Now, on top of that, I also happen to be a business owner, and I have been a business owner for 30 years, so when I'm talking to another business owner, it's like, "Oh yeah, you get it. You understand." So a lot of our clients – I'd say the majority of them – definitely fall into the small business category, with a few exceptions being some of those higher end companies that want to bring us in for the analytics side of things.

ROB: Very interesting. What sort of toolkit do you bring to bear on that analytics problem? I think people look at tools all the time, and often having right thinking is much more important than the tools, but having good execution is also helpful along those lines. What's your go-to?

BRIAN: We've actually done a lot of in-house compilation things, if you want to think about it that way. We're very heavy on the technical side. We have a team of 23 people total, very heavy on the techy side. A lot of developers and programmers. Because of our background being software developers/app developers, we really didn't have to rely on finding third party solutions to do most of what we do. We were able to grow them from the ground up.

One example is, for instance, if you're trying to analyze a company's visibility. Let's say you've got a local PC repair guy, whatever, and they want to really understand how they're doing online. We rejected this idea of rank reports way before everyone else did. Even when we entered into this business probably close to 10 years ago, we immediately looked at that model and said, "This doesn't make any sense." Clients were getting these reports that said "Hey, you're #3 on this term and #6 on that term," and it all seemed so useless, honestly.

Clients were already saying it was useless because they were looking at these reports and saying, "Whatever. Yeah, you found that I'm #3 if I type this exact phrase or whatever; what good does that do me? What do I get? Am I going to get a prize for this? What's the reward?" So we almost right out of the gate rejected that model and said rank reports are about useless, especially when it comes to local visibility.

We started creating our own analysis tools that combined, at the time – and now more than ever, in today's market – the three major data points in Google, which is the data that's being accumulated, of course, in Google Analytics, your Google Search Console data, and all the data that's being compiled in your Google My Business listing. The only way to get a really accurate understanding of your true space in the market is with all three of those data points being combined.

And then taking it a step further – and again, just putting your mind in a small business owner's frame of mind, they say, "Yeah, I get that I have traffic and I understand that all these people are finding me on these different words and phrases, but again, what does it really mean?" So we'll look at a market and say, "You are in Phoenix, Arizona; there are 50,000 searches per month, roughly, for people looking for plumbing repair. As a business, you, Mr. Plumber, are visible about 33,000 of those times." Like I said, compiling all this data. That's the starting point: understanding your percentage of market share as opposed to just saying, "Hey, you're showing up in the third spot on this particular search term."

Then it just goes from there. If you're going to have any chance of getting a client or winning a new customer, they have to be able to at least see. As a business owner – and of course, we teach them this – the very first question you should be asking is, "How ubiquitous am I? If there's 50,000 people searching per month, how often am I one of those people that at least appears in front of somebody's eyeballs?" That's just one example.

ROB: Absolutely, that makes sense. You talked a little bit about your technical background and your co-founder, your brother's background, coming into starting this business. But in particular, what was it that made you decide to start this business when you did? How did you go from the technical background to "I am going to start a digital marketing agency"?

BRIAN: It's interesting. A couple things. We're serial entrepreneurs, as most business owners tend to be. From early on, from about the early '90s, about 1991, we had started an IT services company that was pretty much helping businesses with, at the time, the very confusing world of internal LANs and inter-office communication and computer networking and all that, and then branching into internet configuration and everything else.

So, I had a very deep, good long list of local businesses that trusted us for pretty much everything technical. This buildup started happening probably around 2009-2010 with clients saying to us, "Hey, you guys are awesome in helping with all this other stuff, but I can't find anybody that can explain this to me or help me with this." Almost getting dragged into it from that standpoint. We were thinking, "That's interesting, but let's put a pin in it."

Meanwhile, again as serial entrepreneurs, we did a tech startup. It was a home-based internet security product. I won't get into a lot of detail, but we had the old venture capital funding and all that, and we had developed a marketing strategy for that online. And it was good, using a combination of SEO and Google search ads and all the other things. We had it really cooking.

After some investors came in, they basically said, "Hey, you guys are engineers. You guys are probably really good at communicating what you know about your product, but you're not marketers. You don't know what you're doing there. Let's hand that over to this agency" – it was in New York City, one of the bigger agencies out there. "Let's let them take care of that part." We're like, eh, okay, let's see what happens.

Sure enough, we watched what they did and we were doing it better. Our results, everything about it was far exceeding what one of the top agencies in the country was doing. So of course, the little lightbulbs go off in our heads, thinking, as soon as this current tech startup is behind us, between the demand that we're seeing from the boots on the ground, all the people out there that were literally begging us to help them, and combining that with the affirmation that we were truly, truly good at this stuff, our course was set. That was about 10 years ago.

ROB: It's interesting how oftentimes through that experience in another business, you find out – sometimes it can be wanderlust and you just try to do something different, but in this case you were able to find something that you could do differently and successfully. If I rewind the conversation a little bit, you were talking about some of these rather complex things. I think if you ask a client sometimes to pick an attribution strategy in Google Analytics, their eyes glaze over. It sounds like you have the strength and knowledge to be able to prescribe that for them pretty well.

But marketing also requires going one step further when you're working for a client and helping them understand. How do you think about helping these owners understand something like attribution when you get to something like beyond first click, last click, even attribution, and you're trying to tell somebody that an ad gave them 20% of a lead? I think it'd be pretty confusing. How do you think about getting those concepts through to clients?

BRIAN: That's a great question. Early on, we really embraced this idea of the client relationship model, starting with education. I'll come back to that in a second, but really making sure that our client is truly educated. We weren't oblivious to the fact that, for the most part, in our industry, the number one reason why clients drift away is because they make a comment that says something like, "I didn't know what they were doing." They honestly didn't understand what was happening.

So first is education. Then it's evaluation of their specific situation. Only after that we make specific recommendations as to what they should be doing.

The education side – as it turns out, I love talking about this stuff. I'm a passionate advocate for the entire model of digital marketing. I love getting in front of groups of people and explaining these things. Because of my background working with businesses on the IT side, I spent many, many times in boardrooms and in front of employees from companies, really breaking down very complicated technical things into little anecdotes and analogies and fun ways to think about stuff. So I was always very capable of doing that, and I really truly enjoyed it.

We got way ahead of the curve on that and early on started doing workshops, just free education workshops that would be designed to get business owners understanding this stuff. Because they're dying for information. Even today, even though our industry is a little bit more mature, still so many business owners are quite oblivious. They really don't understand even the basics, let alone some of the more complex concepts like you mentioned.

So we hopped on that train big time, and interestingly, it led us – because we're also what's considered a Google Partner; we have a Google Partnership status, and about 3 or 4 years ago, Google introduced this program called Grow with Google, where they were encouraging small business organizations, chamber of commerce, public libraries, or whatever to allow Google to do these live feed education workshops. At the time, since we were a partner, they were opening it up to agencies as well, so we started becoming involved in that.

We did that so much that we became the only agency, at least in the state of Arizona, that Google recognized as one of its high impact partners. That was strictly because of the sheer number of people that have gone through our workshops. I know that's sort of a long roundabout way to answer your question, but yeah, education on that stuff is absolutely critical.

There's also another element as well. There's getting a client to the point to know enough to know that they'll never truly understand it, and then they basically have faith in you at that point. They say, "Okay, I get that it's really complicated. I don't think I fully understand it, but I'm fully convinced that you understand it, and as long as at the end of the day I'm seeing results and I see that you're attentive, that's really the key."

ROB: As we were chatting before we started recording, that background you have in doing this education has really helped in the moment that we're in. We are in the middle of this coronavirus national shutdown, everybody work from home situation. How are you adapting your agency to operate in this new, fully remote environment? What parts of that do you think you might stick with even once we're all back together in person more often?

BRIAN: That's a great question. Like we were talking about, I love the live workshop. I thrive in that environment where I can be interactive with people and gauge – if I'm saying something that's flying right over their heads, I can usually pick that up. So the challenge, for all of us really – and this doesn't just go for workshops; it goes for meetings, it goes for everything that we're doing right now – is to try to find a way to offset that disconnect. Like we talked about before, there's no substitute for that live connection.

That being said, I think there are also some opportunities right now. I think that as of today – I feel like we're still, sadly, in the early stages of this; we're hopefully maybe a third of the way through, who knows – but I think after we settle into the new normal and people realize that, "Okay, I'm going to be here a while. I can't, even if I wanted to in some cases, be as productive as I was before because I can't do meetings, I can't do this, whatever. I'm stuck at home, not even driving" – I mean, for some people, an hour or two of their day just opened up because they don't have to drive cars.

Again, for business owners and for those that are truly entrepreneurial, I think they are going to shift over to this mindset of saying, "You know what? With all this free time, I'm going to use it to make things better. I'm going to finally understand this thing I never really understood before. I'm going to figure out how to program my TV." Whatever is on their list of things. From a business standpoint, they might actually be more interested in circling back to saying, "When I come out of this, I've always wanted to try Facebook ads, but I don't know how to do it."

So I think there will be an increase in the number of people that are at least interested in listening to or participating in some form of webinar or podcast. I don't think we're there yet; I think people are still in the "I've just got to figure out how to work remotely." But once that settles in, I think there might actually be some opportunity.

Back to your question. We were doing a pretty steady series of live events. We've obviously switched those over to all webinars. Even in the month of April that we're in right now, we've allocated every Thursday morning from 9 to 10 a.m. – we're just doing updates. There's so much information coming out in waves from Google and Facebook and LinkedIn and Instagram and Yelp, and they're all offering money this and credits for that and changing their policies. So, we're allocating that time just to get everyone up to date.

But then we're also layering in really interesting topics. Like I think the one we're doing tomorrow is how to look at Google Trends to truly understand the impact that this situation is having on your business. This is something anybody can do. You don't have to have this high level of analytical skills to go to Google Search Trends and see whether or not people are searching more often for this, less often for that, or about the same. Once you're looking at that data and saying, "Interesting. People are no longer searching for this; however, they really are searching for that now," that actually might help you course correct and maybe adapt your strategies a little bit.

So yeah, we're still 100% all-in on the education side. Obviously switching over to webinar, for better or for worse, and then hopefully getting back to the normal mode once all of this is behind us.

ROB: Are there any interesting examples of the Google Trends shifts you've seen on behalf of clients that you might be able to share?

BRIAN: Absolutely. People ask me, "How are you guys doing?" We have such a diverse number of clients that we're really seeing all three scenarios. We're seeing some that are just devastated, sadly. We have clients that specialize in providing bartender services for parties and events, and of course, they're wiped out. Their entire book of business from now through May no longer exists. Our guidance to them is saying all the people that had these events are going to have to reschedule, so even though you're not finding people that are looking to do it right now, you might find them later.

We have some that are seeing no impact whatsoever. If you're looking at AC repair or plumbing repair – pipes and air conditioning systems have absolutely no respect for the stay at home orders. If they're going to break, they're going to break. They're not going to wait until everything's normal, so there's no reason why there'd be less search on that, and there isn't. If anything, we're probably going to start to see a sudden uptick of that. People are home more often, and if you're in a state like Arizona where it's going to get into the upper 80s this week, they're going to be putting stresses on systems that they didn't really have to before with their kids at home and working from home. So I would expect they may grow a little bit.

The third category of businesses that we work with are actually seeing increases. We have businesses that sell office cleaning supplies. We have businesses that offer nanny services for people that come to their homes and watch their kids. Again, there's a lot of people that have to go to work. All the people in the medical industry. So there's an example of a huge uptick. Their website traffic and the amount of leads they're getting is off the charts.

So we really are in an interesting situation where we get to see all three of those scenarios playing out.

ROB: That's an interesting mix, and probably encouraging to have that combination of some clients that are needing you a little bit more while some of those other clients maybe need a little bit less while they figure out this time.

BRIAN: Right. It's almost like having a stock portfolio. [laughs] It's good to have diversity. You've got your winners and you've got some of them that aren't so good.

ROB: When you think about your experience in building WebMO – and it sounds like you have some experience from building prior businesses as well – what are some things you would do differently if you were starting WebMO from scratch that you've learned?

BRIAN: That's a good question. I saw that previously, and it's always hard for a business owner to do that, when you see yourself as being like "I've got this figured out." But I would say in the early years, we found our lane. We found this lane and we were very committed to sticking to it. We were like, "We don't want to build websites, we don't want to do social media, we don't want to get into this, we don't want to get into that." We were very much specializing in really optimizing organic visibility/SEO and doing Google search ads, because we had that down. We mastered those two things.

We were probably a little more reluctant than we could've been to just open up and be more responsive to what the market was asking for. There was probably a few years where we just said, "No, no, no, no, no." Again, hindsight is 20/20. I don't know, maybe it was better to do that.

But today, through growing and evolving or whatever, I think the lesson with most small business owners is you have to listen to the market. You have to provide what your client wants, ultimately. You can't be too stubborn about saying, "No, no, this is all you need." But on the other hand, you can't be running around like a crazy person saying yes to everything and getting into areas that are outside your expertise.

I would've probably gone a little sooner into getting more into a lot of the other stuff that we do. Now currently, we do stuff across the board. Of course, we build websites, and we have campaigns running on everything from Spotify to obviously all the social media platforms and LinkedIn and direct email campaigns. You name it, we probably do it, if it's in digital marketing.

I probably would've been a little more open to doing that sooner if I could roll back time for a few years. But again, you can't really second guess it too much when you like where you're at currently. We're very happy with where the business is now. It's always tough to say – but if I had done that too soon and I hadn't really mastered it, maybe it would've done more harm than good.

It is a tough question, but that's probably about the closest I can get. Just being a little quicker to respond to where our clients were probably needing us most. That would probably be it.

ROB: Are there any new directions that you think you might be getting pulled in, but you're not quite sure yet?

BRIAN: There's certain things that I've just never been a big advocate of when it comes to marketing in general. There's certain tactics that I'm not probably ever going to be convinced to do. Things like spam. We're never going to tell a client, "You should be blasting spam out to people's inboxes."

Sending advertisements to people's text messages is to me crossing a line that I just will never feel comfortable doing. Yeah, you know you're going to get email solicitations from people you don't know; you accept that. You know you've got to see commercials when you watch TV. You know you're going to see ads on websites. You know if you're a Facebook user, you're going to see advertisements. But texts to me are our one safe space where we can be sheltered from getting bombarded with ads.

We've had clients before say, "Hey, what about these?" and I'm just like, "I don't think so." I think I'd still be reluctant to do something that I know, anecdotally, people in general just really, really don't like. Even if there's a possible ROI on it, there's probably some areas where I wouldn't feel comfortable taking my clients.

ROB: I absolutely understand that, and I totally agree with you about crossing those lines. It's interesting what you mentioned on being pulled toward social earlier and resisting it.

In a way, one of the things I end up seeing as I have these conversations is a lot of the people who got really good early at doing the core search ads and that sort of thing stayed away from social when it was fluffy and then came back into it when it wasn't "Hey, let me make a nice organic post that goes viral and gets a lot of activity," but "Oh my goodness, Facebook ads is becoming sophisticated, and look at these tools we can bring to bear." I think there may be a theme there. Also the case in email. I think a lot of clients weren't ready to use email intelligently for a while.

BRIAN: I would say that's exactly correct, and that almost mirrors precisely how we approached it. I didn't like social media management because of that very reason. It was fluffy, like you said. There wasn't a lot of ways to calculate an ROI. There wasn't as much engineering and math and science behind it. It was way too obvious what you were doing and not doing from a client's perspective. There wasn't anything you could bring to the table other than really clever writing skills. It just didn't go to our core value. It's like, we're math guys, we're science guys; how in the world does that apply to making a clever, quippy little Facebook post?

But then, like you mentioned, things got a lot more interesting when some of these more sophisticated targeting tools – that's about the same time we started hopping into it, because then there was a value add. That's the thing. As an agency, as a business owner, or whatever, if you're not doing something that's adding value that's obvious, your lifespan with them is going to be limited.

I always explain that with any transaction. You have this perception of value that the client or the customer sees, and if they see the cost being at about the same level – there's a value, there's what you're getting, and then there's the cost that they're paying for it – if that is out of balance, if they feel like "I'm paying too much because they're not doing this," then it's going to be trouble.

The problem that we ran into, and a lot of people ran into with social media management, is that it's so obvious what you're doing. There's no secret. They're looking at your posts, and for better or for worse, they're saying, "That's it? My 16-year-old could do that. I'm paying $1,000 a month. I could just hire a part-time person and have them do it all the time." So it's really hard to explain or to get across to somebody that what you're doing is something that you're uniquely qualified to do, that somebody else couldn't do as well.

About that time when ads became a little more sophisticated or whatever, it fit into – one of our core, principal beliefs is this idea that there are no expert marketers, only experienced marketers and expert testers. So, we started embracing this idea that every single strategy out there is probably worthy of testing. If you're looking at Facebook, if you're looking at Instagram, if you're looking at Spotify, whatever, you don't have to buy into this idea that you spend thousands of dollars and do it whether it's working or not. You just have to take a testing mentality and say, "I'll try it. I'll throw a few hundred bucks at this."

And if you're working with somebody like ourselves, who's very good at analyzing data, with a relatively small budget we can drill right down and say, "There you go. That little budget that you ran for 2 months, here's precisely what it got you. We may have run across the tactic that will work." On the other hand, some things don't work. It's marketing, right? You're going through your ideas; some things are going to work, some things are going to fail. If it's going to fail, fail fast and fail cheap. That is the beauty of digital marketing. You don't have to necessarily do an ad buy that you're committed to for 6 months. You can actually try a small budget test.

I know that was a long circle around, but that mindset of adopting this idea that our job is just to test things for our clients – we just need to execute tests – that then opened up everything. Everything from Yelp to LinkedIn to Bing and YouTube and whatever. That's what got us into that, after that first wave of pure social media management abated a little bit.

ROB: That seems like a great principle to carry forward, this idea that you might not say no to something you don't believe is effective; you can test it, and you can even probably keep testing it as long as you are changing something and you're not just in a rut of experimental nothingness.

BRIAN: Exactly. That idea of A/B split testing everything from your landing pages or conversion pages to your ad copy – again, the beauty of digital marketing comes back to data. If you have data, you can literally look at it and say, "That ad got a 3% click-through rate and led to this sort of visitor engagement when they got to my website. This ad had a 4% conversion rate, but had lower visitor engagement." Okay, that's some great information.

It's very unique that way. It's extremely hard, if not impossible, to get that level of detail on traditional marketing methods. Radio, TV, billboards, magazines – there's basic things you can do, maybe track phone calls, but the unique thing is you can't get into the mind of somebody watching a TV ad and see how they're reacting to it. When they come to your website or a landing page, based on all the math that we are able to apply to this, you can really understand the people that are there that appear to be engaged, the visitor engagement metric. It's pretty common in our industry.

It's exciting to me. I'm super passionate about it. This is the kind of thing where I teach people this in a workshop and a lightbulb goes off. They're like, "That makes sense!" You can actually get a better understanding of if your marketing is even moving generally in the right direction.

ROB: You definitely know your numbers, Brian. When people want to find you and WebMO, where should they look you up?

BRIAN: You can just go to www.web-mo.com. That's our website. Or you can just type "WebMO Tucson" or "WebMO" Arizona, "WebMO." You're going to find a few references to us out there. We do work with clients all over the country. We're based in Arizona, but we are definitely nationwide in terms of the clients we work with.

We love to partner with other types of agencies. We have a lot of partnerships with website designers, traditional marketing agencies, where we provide these services behind the scenes and basically make you look awesome because we're back there crunching all these numbers and generating all this great data and reports. Meanwhile, you're talking to your client and saying, "Hey, look what we did!" Sot hats a good way to initiate the conversation.

Sign up for a workshop. Ask for a free report where we can obviously analyze your market. There's lots of actionable steps once you get to the website.

ROB: Excellent. Thank you so much, Brian. Best wishes to you and WebMO going forward. We'll look for you online. Enjoy.

BRIAN: Thanks, Rob. I appreciate the time. Stay healthy and safe and all that good stuff.

ROB: Indeed. Take care, Brian. Thanks.

BRIAN: Thanks.

ROB: Thank you for listening. The Marketing Agency Leadership Podcast is presented by Converge. Converge helps digital marketing agencies and brands automate their reporting so they can be more profitable, accurate, and responsive. To learn more about how Converge can automate your marketing reporting, email info@convergehq.com, or visit us on the web at convergehq.com.