Dr. Jeremy Weisz 22:11
Relating to the conference. You have your own conference. And the other thing I want to talk about was niche. Right in the beginning, you’re networking. You’re probably talking to everyone. Talk about how you came to your niche. We haven’t talked about your niche yet, but this relates to your conference. People can check out the conference. It’s ignitionautomotiveconference.com. How did you eventually come to your niche of car dealership.
Mark Bealin 22:41
We’re almost like a niche within a niche, right? So it’s really, really specific. So there’s something called Local SEO, which is different than traditional SEO. Basically, we look at this algorithm that anytime you have local intent in your search, Google uses this local algorithm, boring, boring, boring. Anyway, we became really nerded out on that algorithm. And so we found that you said it so well the backup. We would do web development for clients. We did social media marketing for clients. We would do design work for clients. We would do, I had a client. He’s still my client, so I can tell this story. But he said, you know, Mark, if I asked you to retell my roofie tickets, we did everything, right? So it was, I would say yes, and then figure out how to do it, you know, afterwards.
Dr. Jeremy Weisz 23:30
Like we have a telling company, honey.
Mark Bealin 23:32
Yeah, exactly no problem. Like, we can do it yes. And then we figured out how to do it later. And it was some des like, I’ll tell you, you know, that’s that’s all well and good with, like, certain things, but like, one time we knocked out a client’s emails, right? Because I didn’t really know how to do it. I kind of thought I knew how to do it, and I could figure it out, this is not something to play with. So there were some bad stories too. What we figured out eventually, I started to work with coaches, and coaches do a really good job of, like, kind of getting you, hey, let’s figure out who your most profitable clients, and kind of you’re, I can, you can miss a forest from the trees sometimes. So you’re having this, this really smart person who gave me some perspective, and we just kind of looked and said, what are our favorite clients? Oh, they’re all on local SEO. What are our most profitable clients? Oh, they’re all in local SEO. I think we should just be local SEO, and then it gives you an expertise, right? You’re not everything to everybody. You’re an expert in something. So you can now make case studies about your local SEO work. You can speak at conferences about your local SEO work. You’re more interesting as a personal brand because you have this niche expertise. So we started to do that. That got me, they got me starting to speak at conferences. And then I met Greg. The real way with automotive Greg had already been in, it is a fact of the matter. And so once, once Greg got on board, we were, we were, we’re still a totally, you know, if you’re a local SEO type, client, doctor, lawyer, trades, people. We’d love to work with you, but it just exploded. It went crazy with cardio, and he, he could tell you some things, like, he was kind of unshackled from things there. This is really inside baseball stuff, but like, there’s something called, like, you’re in the OEM programs where he was before we were we are not. And so we can really do it whatever we want.
Dr. Jeremy Weisz 25:26
Those are some of, like, the manufacturing companies?
Mark Bealin 25:29
Yeah. So if you’re, if you’re in, in their programs there, there’s certain rules you have to follow. You kind of have to take the client. You can’t be like, you know, I already have your competitor. I can’t, I can’t work with you. And so as soon as he got in there, automotive took off, and then we have just really talented salespeople who’ve been in there. You know, it starts to take on a life of its own. What I would say is the focus allowed us to go very fast, and it’s very valuable. All it is for your clients, they don’t want it’s annoying to be like, there’s a lingo to everything. So when they say, you know, it’s my how’s my fix ops doing, you know, you got to know what they’re talking about. Or they say, like, you know, this is a buy here, pay here store. I got to know what they’re talking about. And there’s a whole you know, you got to know the models. You got to know what they’re selling. You got to get used to, you know, is this? Is this going to sell a bunch of trucks? Is this going to sell a bunch of sedans, whatever it is, and what differentiates the brands? And so we have this expertise. It’s really valuable. You know, you mentioned before, and touching this with Greg’s going out with a study. We’re partners with a company called place the scout. I think it’s gonna be the largest local SEO study of its kind ever. It’s gonna have like 19,000 dealerships involved, because places scout can do that kind of data set at work. And so we’ll be able to tell car dealers here’s what the best you know websites that are all ranking in the top 10 are doing. Are you doing that and and so you just, it takes on a life of its own. Jeremy was like, You’re, one minute, you’re you’re like, oh so happy. We got some cardio clients. The next you’re, now you’re an expert. If you, if you do it. The other thing that we did that was really big, it was a really big deal, is we won a US search award for a car dealer. So in 2021 I think we won for Tom kettle, Kia and Best Local SEO campaign. That’s, there’s a bunch of awards that you can, just like, pay for. The one that you want in my business is US Search Awards. So it was a big deal when we got that.
Dr. Jeremy Weisz 27:35
It reminds me of a story Mark I had Dan Zawacki, from the Lobster Gram. And he wanted one of these dealerships as a client, and he walked away with a Lex, I think it was a Lexus, because he’s like, I’ll send these to all of your clients, or whatever, he said, all of your best clients, and you just give me the brand new Lexus. So I think he did, he did a deal there that was, that was interesting. But I love what you said about thinking through the most profitable clients. And not only did you niche in like a service with local SEO, but niching in an industry with the car dealerships. You know what made you decide to start your own conference? I know that’s been a great channel and Avenue from authority expertise, and you and Greg have spoken at a lot of conferences, so it’s a big undertaking. Why start Ignition Automotive Conference?
Mark Bealin 28:37
Yeah. So what you’ve mentioned some US folks. So I know Dan, Kevin Hundal, is another one. So part of doing your EOS work is you come with your purpose, cause, or passion. And so our purpose, cause and passion is to is to cultivate long term mutually beneficial relationships. So it’s not to do well for car dealerships. It’s not to do well with but we want to cultivate long term mutually beneficial relationships that. So that’s how we view things, for our clients, our employees, our vendors, everything else. And so when you think about your purpose, cause and passion, how can you use that? How do you actually use that as a tactic in your business? You say, you know, is this, uh, is this viable? Like, if I was just, could I go be a debt collector with cultivate long term, mutually beneficial relationships? I don’t think so, but I could start a conference, because what that is, is these are all our friends, like the people who are speaking here are buddies of ours. We vet them. We know them. They’re definitely friends with Greg. The attendees are going to be mostly my clients and prospective clients, and we’re either friends with them or hoping to become friends with them. And so if I look at it through a purpose, cause and passion lens, this isn’t such a dramatic shift. You know it would be to go, Hey, you’re a. Do the market now you vent coordinator, that’s pretty well, but what we care about most is long term, mutual, beneficial relationships. We can serve people with this conference the same way we can with an agency that purpose calls and passion. And so we, we’ve been to a bunch we, you know, one of the things that happens is we, you can see, we we put a bunch of things. We hated conferences.
Dr. Jeremy Weisz 30:25
So if you’re listening to the audio only, we’re looking at the Ignition on one of the conference and you can see no vendors or booths. Yeah, our speakers were invited who didn’t pay us to speak, and no pointless hype.
Mark Bealin 30:40
Yeah.. So we’re not, we really don’t want it to be pushy thing. We don’t want it to be where anybody has to pay to get on the stage, which is, which is fairly common, especially in automotive. And, you know, we don’t want to be super promotional. Come here and actually, like, learn something about what we do. And so it’s a really push, push for education. And what I think was, was really great, was we went to, we go to all these shows. We go, isn’t this, isn’t it tacky how they have, you have to, like the people run after you with the business card? Isn’t it tacky how this, this presenter is always, you know, isn’t it lame how you have to pay to be at this, this show, or whatever? And so he said, let’s, let’s we the working title for this, when we were trying to come up with a name, was the unconference, like it was, it was the, the the opposite of what everything else was. But that’s, that’s a bridge too far. It’s still, we still love conferences, so we want to keep what we what we love, but it’s about doing everything different than the ones we really dislike, who’s a fit for to come to this conference. So I think it is designed for automobile dealer, you know, marketing managers, general managers and dealer principals. But we have a huge intention of just digital marketers who want to come and learn. So there’s, there’s a group in Dallas called DFW SEM, which is a very vibrant network, so we usually will get a big contingent out of that. So if you’re, if you’re an up and coming Digital Marketer, and you want a really cheap, inexpensive conference that’s just full of information, it’s not about, you know, trying to make a ton of money or anything like that, this is a really good place to start, and you’ll have exposure, probably, to the to the speakers and to the guests that you wouldn’t have at a larger event.
Dr. Jeremy Weisz 32:25
So I encourage you know whenever you’re listening to this, there’ll probably will be a next conference, so you can check out ignitionautomotiveconference.com. I want to get people to get a sense Mark of what you do as a company. And I know you do a lot of things, but there’s specifically you did a rebrand for an auto dealership which was acquired, which seems like a pretty complex project. And again, if you’re listening the audio, I’m gonna as Mark as you talk. I want to kind of poke around SearchLab digital here.
Mark Bealin 32:58
Please do. Yeah, so we have, they’ve been a long term client of ours. They have three stores in Northeast Ohio, put it that way, and so they’ve been, we great results for them. They did, they did. They were going. Things were going swimmingly. And then I got a call from the dealer principal. He said, listen, keep this quiet, but we’re going to sell, we’re about to sell, we’re about to have somebody else. I want you to be aware of it and start laying the groundwork before it happens, because I know an SEO that can be helped. And it is. It’s brutal. Like, when you hear that it’s and you have a lot of success, you’re like, Oh, man. Like.
Dr. Jeremy Weisz 33:38
Is it kind of like starting from scratch.
Mark Bealin 33:41
It’s not like starting from scratch, but you’re, you typically were like, expect best case scenario, you’re going to lose 10% of your traffic. And that’s best. That’s if we do well, if we screw up, and there’s a decent chance you could screw up, then you could lose more than that, or you could, you could see, you know, if you leave this to just your web developers, like they, one of the things we really did for them was they, they’re with a web developer that we recommend. And I like these guys a lot, but they’re just not SEOs, and they were going to wipe out, you know, tons of content that we want to transfer it over, or they’re going to charge them an arm and a leg. And we said, like, no, it’s just a, you know, we understand the expertise of it, so save them some money as well. And, yeah, that was the beginning of 2023, and rather than and it was starting from a pretty high point, rather than that, going backwards the I’ve just checked with my team to make sure before I say this, but that the traffic to that website is up 86% since the conversion. So instead of going down even 10% we’ve been able to manage it and really lift their organic traffic, their leads and everything else we have. More importantly, I think you know, numbers are numbers, but we have expanded our relationship with that dealership group so we have more of their stores. We have more service offerings for them. And they’re spending more money with us, which is, you know, when I talk about mutually beneficial, long term relationships, that’s that’s it, right? Like we want to make more money, but we want to do it because we’ve done good job for our clients.
Dr. Jeremy Weisz 35:12
Mark, what the transition for a second? Because, um, and how you handle that transition with the new owner? Because I have seen the opposite happen, where a company gets acquired and they bring in all their people and then fire whoever agencies they’re working with. So talk about managing that relationship, the new relationship with acquisition.
Mark Bealin 35:35
Yeah, that’s, that’s, we have the same situation, right? So like, like anybody else, when we hear our point of contact is leaving, that’s like danger Will Robinson like red, red flags go up. A bunch of, bunch of people get involved, and everything like that. I think it’s really hard if you only have a relationship with the one person, the point of contact, that point of contact leaves, you’re in a lot of trouble. You’re hoping. Hope is not a good strategy. What can be really helpful is, if you have worked your way up the food chain, you have three four people in the organization. The odds of all of them leaving are slim. And if you can make all three or four of them say the same thing, search lab is awesome. Your chances are much better. That doesn’t mean it’s always going to happen, but I think when one of the things I challenge my team to do a lot is move up the food chain. So if we get a, you know, marketing manager, or sometimes a digital marketing manager in a dealership, that’s great. We need to make sure that they’re extremely happy and treat them like this is the Ritz Carlton, right? But start to try and get to know the general manager, try to get to know the dealer principal, see if you can get solve problems beyond just our little silo. And even if it doesn’t make me money, if it solves a problem for the dealership, we’re stickier. And so I think that that has been one piece of advice I would give you. The other thing is to have the sort of mechanisms where you go. This is a problem. We better not just leave it to, you know, Stephanie Patrick on that, that kind of they’re great, but they need some help right now, because this just got really, really tricky. And there’s a reason I have a job and I need to be involved in these kinds of things. And so it’s about running to that problem and not and recognizing that it is a challenge. So when, when we see that happen, it’s, it’s, it’s like, Go put your put your boots and hard hat on. Let’s get to work, because this could be trouble.
Dr. Jeremy Weisz 37:47
Now, I know you help a lot of dealerships. There was a case where you helped a bank in the Northeast, and I know there’s companies listening that you know, I may not be a dealership, but I know a lot of these principles and things that you did to help grow, whether it’s the dealership of the bank, transcend other businesses. So what were some of the things you did with the bank?
Mark Bealin 38:10
Yeah, so there was, this was a huge one. I think we’re gonna win the US Search, where I shouldn’t be so presumptuous, we don’t win. I’m gonna be mad though. You know, in total for 2020, 13. What’s cool about this account is there was, it was only online, and so the only way you can make a deposit was, you know, online. So we ran paid search and paid social ads for it. And I’m trying to remember how much they spent. Basically, it was like a like eighth the ROAs went from $27 to $338 we tracked $89 million of deposits into this account from a bank, from my agency, just doing directly from our work. So not just, Hey, you got a qualified lead, or you got a contact form, straight money, 89 million bucks and and maybe $100,000 of ad spend, or so maybe $100,000 ad spend. So it’s pretty girl loving you. Yeah, it’s pretty cool. So we have a we had a now you have a new niche banks, I know, so let’s see how it goes. So we’re, we loved, you know, it’s so fun, been doing this since 2007 when you have a story like that, and then we’re on a zoom, kind of like I am now, and there’s like, 10 people from the bank, I don’t even, can’t remember everybody’s name, and I’m like, you know, this is a huge deal. And we’re, I’m just there, like a chief High Five officer, and somebody else is presenting this data, and I’m just going, this doesn’t get old, like it’s really fun when you have those moments where you’re just really proud of your team, the accomplishments of what we’ve done.
Dr. Jeremy Weisz 39:53
You know, I love that. What were some of the Are there any, I don’t know, tactical things that you. Can share for people out there who are looking to it sounds like there’s a lot of paid related stuff with it. I don’t know if you see some big mistakes on what people do when they’re running, you know, paid traffic.
Mark Bealin 40:13
Oh, yeah, yeah. So it’s Yeah. When I Where do I start? Yeah? Today I don’t like what I’m gonna say. This is gonna make it sound like I’m being mean to Google. Who is my you know, I have a business because of this company, but today, what they’re doing is, why you would hire somebody like me a lot is to make sure that Google doesn’t just spend all your money. And so what we see ourselves as being good stewards of people’s marketing dollars. And if you don’t have somebody who’s watching out for this stuff, Google will spend your money, and they will spend your money on nonsense keywords that are never going to give you business, and they’ll do it. And if you have a problem, they won’t be very helpful. There’s not a customer service who’s gonna and so one of the things I think, in 2024 as we’re filming this, one of our most important jobs, is to make sure that we’re not sending good money after bad and I It’s a strange thing to be so focused on, but I really feel like I’m, you know, consumer advocate for my clients, like, do not show their ad and charge them 20 bucks. For somebody who’s looking for a job, you know, at a car dealership, or somebody who’s looking for, you know, what was the the car in this movie? You know, I don’t need that. You know, you need I want to get I want to get customers, and so I, I would say Google, left to their own devices, will a though, the biggest thing they do is if you’re searching for your brand. So if you had ads and for rise of 25 you know you’re probably going to get that click whether you pay for it or not. So maybe don’t pay for it, or maybe pay a little bit for it, but not a lot. They will charge you every time. If they, if they can, they’ll charge you for for keywords. So a lot of it is about going through. Is there used to be these match types that were really they really meant something. If I say this exact term. I mean, don’t deviate this exact term. Now it’s that term or close variant. And so they’ve given themselves license to spend your money. And that’s what I really would say, is psychologically, I think of it as, how do we protect our clients money and just be good stewards of that money as best we can? Don’t let Google run wild with their budget.
Dr. Jeremy Weisz 42:42
Yeah, so maybe not having the correct targeting or the correct keyword, real specific keywords, and people are making mistakes.
Mark Bealin 42:53
Making negatives. So what will happen legitimately? People will have a search term, they’ll say, hey, you know, I want auto mechanic like so there’s auto mechanics in every single one of these things. Auto mechanic is the search term, but if somebody looks for auto mechanic school, we don’t want our ad showing so you need to make that a negative, or you need to do something to modify the keyword so it’s not showing up, because people will click on every time they click on it. It it costs you money, and you’re not an auto mechanic school. You know, you’re just, you’re a cardio so making sure that you’re you’re looking through for negatives is really important as well.
Dr. Jeremy Weisz 43:31
I want to talk Mark about mentors, and some of your mentors throughout the years that have been influential, because obviously we talked about EOA, Entrepreneurs’ Organization, the Accelerator program. It’s a great place to get mentorship, to get to the next level. And it’s accountability and mentorship. It’s based off of they want to check out Verne Harnish’ book, Scaling Up. I actually did an episode with Vern Harnish. That’s a good episode to check out, too. But the book Scaling Up, and then obviously being a part of Entrepreneurs’ Organization mentorship is important to you. Who are some of the mentors for you that have been influential?
Mark Bealin 44:16
Yeah, it’s, I mean, when I in my first company, I got pretty lucky. And so LocalLaunch! was this company that got acquired by DEX One, and our CEO was a guy named Justin Sanger and the Director of Search is a guy by name Brad Geddes. So Brad Geddes is still among the most famous people in PPC. So I got really good training in how to do this very quickly from Brad and his disciples at LocalLaunch! And so I knew how to I knew how to do this. Well, early Justin was one of the great like you get in a room, he’d have everybody in the company, and he’d give a speech about what we were doing. He just would present a vision for what we were doing. And. That would get you really excited. I mean, you run to your desk and start doing things. So I really began to learn from Justin, the power of a leader telling everybody where we’re going. And so that was really helpful. As I developed in my career as a guy named Andy Crestodina, who owns Orbit Media. So, Andy’s just so generous to me, and not, not just to me, to everybody else. There’s a My favorite story about Andy, a guy named Chris Madden was quoting Andy. So this is like a third, fourth person or something like that. But he said, you know, going around Orbit Media, he’d be like, Yeah, everybody here is just so nice. Like, everyone’s so nice. And Andy stopped and said, Yeah, it’s good business. And it’s true. You know, people like to they don’t like to be around jerks, and so it’s good business. It was like, I was like, yeah, that is true. It’s not just like, you don’t have to be a tyrant, you know, you can be. It’s good business to be kind to people, and to, you know, ask them how they’re doing, and to, you know, to actually give a crap about your employees. So I really learned a lot from Andy, but that was the, one of the main things, was like, you don’t have to be the picture of that CEO behind their table in a movie or something like that. It’s not. It was never going to be me. And so it gave me a little bit of a confidence that this is a company I really do admire. And then I really would would say two people, Taylor Cimala and George Zlatin own a company called Digital Third Coast. When I first started SearchLab. So I worked with them at LocalLaunch!, 19 years ago. And when I started SearchLab, I asked them to have, you know, drinks and dinner and stuff like that. And we went out and hit it off, and they were just like, dying to help me, when, really, we’re, yeah, we’re friendly competitors still to this day, but I owe them a lot, because they were like, first people to say, hey, you should join EO. And I didn’t even know what it was. And really, after it got explained to me, I I definitely didn’t know what I was signing up for. I could tell and it was just kind of like, you need friends. Sometimes you just go, like, just, trust me, just do it. And you’re gonna, you’re gonna, you’re gonna love it. You’re gonna take, take to it like a duck to water. Just go do it. And I did it, and I’d like, drank the Kool Aid hard, and I loved every bit of it. But I owe those guys a lot for number one, you can have competitors that you’re you don’t have to be like at each other’s throat all the time, you know. And really, it’s been a great relationship. I mean, we, till this day, I don’t think we’ve ever had an argument or a bad word for each other. It’s all helpful. It’s all supportive. When they do well, I’m really happy for them. And we don’t compete, like, they’re not really an automobile we only compete on, like, a little bit of stuff now, but they didn’t have to do that. Yeah, it could have been like, hell with you. You’re coming from my market share or whatever. Like they were, they were really cool. And I that was it made it really big. Again, back to me too.
Dr. Jeremy Weisz 47:56
What I have found with quote, unquote competitors is when I’ve dug deeper, we’re actually not competitors like, you know, there’s certain services that we do different or there’s certain niches that we really focus in on. It sounds like the same. It’s like, okay, you’re going off and doing cart more car dealerships may they’re maybe going off and doing something else. So at first glance, I found it seems like a competitor, but maybe not as much when you when we’ve dug below the surface.
Mark Bealin 48:26
That’s so true. Yeah, so I, I love those guys. It’s been really, it’s been really fun. Like, I feel badly for people who are in agency life post covid, because there was this period of time it was very social, right? Like you would go to work, and then my office, we’ve talked about my office in Ravenswood. It was to the north of me was dovetail brewery. To the south of me was beguil Brewery. And if you walked into one of those after work hours, you’re you were going to run into somebody who owned an agency, and it was just an awesome time to be like. So there were social things that would go on, and I loved that period of time, because we just had so much. I feel like I learned how to be kind of a T shaped marketer in that year, where I knew a lot about SEO, but then I learned a little bit about content marketing, a little bit about web development, a little bit about copywriting, a little bit about digital PR and all this other stuff. So it was really a fun time to to be coming up. Now it’s a you have to be much more intentional about making those relationships. It just happened organically back in the day.
Dr. Jeremy Weisz 49:33
So, Mark, I have a last, I’m not gonna say last question, but last series of questions. And I really want to talk about, you talk about purpose, cause, passion, and around about Mark Irvine in and honoring his legacy. Can you talk about Mark for a second?
Mark Bealin 49:53
Yeah. So Mark’s, you know, he, his professional accolades are unbelievable. So he’s 35 when he died, he turned 35 March 2024 and so most of the stuff happened before his 30th birthday was just crazy. And you know, he was, yeah, he just, he was just a rock star, of a of a personality, and he was hilariously funny. So we had so much fun working together. We worked really long hours and laughed a lot. Yeah, he had his really goofball relationship with our VP of Sales, Don Ramsey, and they would just make fun of each other all time. It was really funny, and we had a great time. His time as our director of PPC or or Vice President of Search, our PPC division grew 610% so he was a absolutely sensational like, made my life a lot better. So when he died, it was devastating. And, you know, we talked to, I still have a hard time talking about it, but we, we talked to the team, and one of the things I’ve really focused on is, how do I give him a legacy moving forward? So there’s a few things we’re doing so far. The first is, Mark started a program at our at our company, for a core values award winner. So each quarter, a member of the team would be it’s a employee led effort, so you have to be nominated by another teammate, somebody who really exemplified the core values of the company would win an award and be acknowledged on our state of the company address. And so Mark led that whole effort, selected the winners, read through all the submissions, and it was everyone’s favorite part of the of the state of the company address every time. And, you know, just really good stuff for morale in the company. So what we decided to do is each, each person who wins that core values award will be able to go to Boston, where Mark is from, and we’ll go and we’ll have kind of a Mark Irvine day. Mark was a famously like, he was a night owl. So he will start the day at like, 10am it won’t it won’t be early. We like Dunkin Donuts coffee. We’ll do some service work. Mark was very interested in animals, and in particular, penguins. So we’ll do some service work related around that. We’ll have lunch at Chili’s because he loved terrible food, and then I don’t mind Chili’s huge, huge fan. And then at night, we’ll get together with his hopefully they’ll agree to this, but we’d like to get together with his husband, or his husband and his his mom, and just tell stories about Mark. And so if you’re a new employee to SearchLab, part of your onboarding is to learn about this honor. And of the four people who’ve won that core values award, each one will be nominated will be eligible to win the Irvine Award, which would be the highest honor in our company. So that will become a way to really stand out at SearchLab. If you’re an Irvine award winner that really matter, like we want that to be something you take with you, and we don’t have any award like that right now. So this would be, this would be new, and it’d be a way to keep them going. The other thing that we did is, you know, I’m such a big fan of EO, but Mark helped, not just me, but many entrepreneurs really live our dreams. So when there was an opportunity to to name a conference room, like, what you could do is, like, donate some money, and you could get the name of a conference room. So I said, I’ll pay that if you name it Mark Irvine conference room, and where there’s some insignia that says, you know, for a man who helped entrepreneurs live out their dreams, because he really did that for me and for other people as well. So, you know, we’re going to continue to do things for him. It was really important, you know, his at his celebration of life, I talked to his mom, and his mom was worried that, you know, no one remember him like he was, he was gone. So it’s, like, really important in my life that I make sure that that she’s not right after that he is remembered. So he did, he did a lot of a lot for me, and we miss him a lot.
Dr. Jeremy Weisz 54:04
You know, Mark, I want to be the first. Thanks for sharing that. I know it’s difficult and it’s pretty fresh, actually, but thank you for sharing that, and hopefully this piece helps him live on a little bit long, you know, longer too. And that’s what I love about this, is it helps leave a legacy beyond ourselves. So I just want to thank you for sharing your story. SearchLab. Everyone can check out searchlabdigital.com to learn more and Mark, thanks for joining me.
Mark Bealin 54:33
Thank you. Jeremy, this was great. I really enjoyed it.
Dr. Jeremy Weisz 54:36
Thanks, everyone.
Outro 54:37
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