So a lot of times as business owners, our number one primary concern is generating leads. So what I wanna do over the next three days or so probably three days is I wanna talk about lead generation. I wanna give you some specific ways to generate leads. The first thing I wanna talk about is setting goals for lead gen on a daily basis. So how do you come up with that goal? Well, the first thing you do is you determine what your macro goal is and that macro goal is probably revenue. So let's say you want to do, we'll call it a hundred thousand a year because I don't want to have to get too deep into math, right? Let's say you wanna do a hundred thousand dollars a year. You have an average ticket of $500 and you close 50% of your leads. Okay? You know that 20% of your business is gonna come from repeat, referral, basically your customer database, right? So we take out the 20%, which is 20 grand year, you're at $80,000, you have a $500, average ticket, $500, an average ticket. So basically you take that 80 grand, you divide that by $500. Now, the reason why I did a hundred thousand is to make this freaking easy for me, and I just made it hard cause I reduced the 20%. So anyway, $500, divide it into 80 grand. How many jobs do you need to make? 80 grand, 160, right? You need 160 jobs. Your close rate is 50%, so that means you need two leads to get one job, which that means you need 320 leads. Let's say that in your market, you have 10 months out of the year that you can work 10 months out of the year. We're gonna use 20 days a month. So that's 200 days. You need 320 leads, right? 320 leads over a 200 day period to hit the hundred grand. It's not too bad, right? 320, 200 days. That's 1.6 leads per day. You need to generate two leads per day. You need to generate. So every a hundred thousand, right? So if he times up by five and you wanna do 500,000, you know, you need eight leads per day to hit that goal, right? And obviously, you can adjust the close rate, you can adjust the average ticket, you can adjust those things, and that gets you back to what your daily lead goal is. But see too many times we set a goal. I wanna do a million dollars a year and we don't know, we don't have a map or a plan to get to a million dollars a year. Right? Here's the other thing we don't track how many leads we're getting on a daily basis, and lead generation is the most important to developing and establishing a consistent business. If you don't have a consistent flow of prospects who are interested in services that you provide, you're not gonna have a business cause without customers, it's not a business without somebody paying you, it's not a business. It's a plan. It's an idea. It's a hobby. It's not a business. Okay? So the first thing you do when it comes to lead generation is how many freaking leads do I need? this isn't a throw it against the wall and see what sticks, this is a let's determine how many leads I need on a daily basis. When I was 22 years old, I started in the mortgage industry and I was told that I needed to go find five leads a day. Like you need to go find five leads a day. Now I didn't have a goal of how much money I wanted to make. Cause my goal was I wanna make as much f*cking money as possible. That was my goal. Okay. So I was told, go get five leads a day. So that's what I focused on. I was told by, I'm in Ryan Stewman's Apex coaching group, and Ryan Stewman preaches five leads a day to build your machine. Like there's something to that five leads a day. So if you focus on getting five leads a day, then you're focusing on getting to the numbers that you want to get to five leads a day, right? Five leads a da, you have a $500 average ticket and a 50% close rate. You're gonna make $1,250 a day at five leads a day, which is about $25,000 a month. It's not too shabby, right? You wanna make more money than that. Focus on getting 10 leads a day, 15 leads a day. Those types of things. When we closed or when we sold pro serve in 2018, we were averaging somewhere between 15 to 20, this is on average leads per day. And the way it broke down was Google got us about 50%, not all ads, some SEOs, some Google maps, ads, Google got us about 50%. Our customer database got us about 30%. And then the other 20% came and customer database, I mean repeat referrals, that kind of thing. And, then the rest of our business came from signs, social media and you know, seeing our truck, I was in a McDonald's drive-thru one time and some lady calls my phone. I answer the phone. She said, yeah, I'm interested in a Christmas light estimate. I was like, great. Where did you hear about us? She goes, well, I'm in the drive-thru two cars behind you. Awesome. So our leads came from things like that. 50% from Google, 30% from our customer database, and then the remaining 20% from signs, social media, wraps, all that good stuff, right? That was 100% that's where 100% of our leads came from. One glaring misstep on our part was we didn't have five lead sources that gave us at least 10% of our business. Like we should have had five lead sources giving us 10% of our business. So when you're thinking about lead generation, you need to think about how many leads do I need, right? And you need to think about how many sources you can create of leads that give you at least 10% of your revenue. Then, then you can start that next step of how to on the lead generation, but get the plan down, know how many you need. Let's DMN8 the day.