#209 Mail-Right Show With Special Guest Bradley Benner Co-Founder of Semantic Mastery
Online Lead Generation With Google My Business Page in 2019
Real estate agents you have a free tool that can make you as competitive as Zillow
Bradley Benner is a self-proclaimed addict when it comes to digital marketing. He’s the co-founder of Semantic Mastery, as well as owner/founder of Big Bamboo Marketing. With a unique skill set, Bradley provides digital marketers and business owners with the tools, training, and insights they need to make more money, get better clients, and work less.
Together with his team at Semantic Mastery, Bradley consistently delivers proven, real-world results-oriented training and business development tools. Bradley is here today to share actionable tips and tricks to help you navigate the semantic web and optimize your digital marketing efforts so that you can make more money and get better clients by working smarter, not harder.
Jonathon: Welcome back folks to the Mail Right Show. This is episode 209. I am back home, back to my office, back to reality after my little holiday last week. My freedom trip and my meditation. We got a great special guest here. We got Bradley Banner here. And I’ve got my great Cohost Robert as well. Bradley, would you like to give the listeners and viewers a quick introduction?
Bradley: Well sure. My name is Bradley Benner. I’m from semantic mastery. I’m my partners and I started that business in 2013. Essentially we teach people about digital marketing and how to get better results from Google and pay per click and Facebook and social media marketing and all that kind of stuff wrapped up.
Jonathon: Alright, sounds great. And I’ve got my great cohost who is typing away at a very noisy keyboard. Robert would you like to introduce yourself to the new listeners and viewers?
Robert: I’d love to. So my name is Robert Newman. I am a 12 year veteran of the real estate marketing industry. I’ve spent a lot of my time focusing on a Real Estate SEO and am part of that adventure. I have drifted in the direction of providing really deep content for real estate agents just like you. And I review a lot of platforms. I do so in a very in depth ways. If you want to check any of that out, go to inboundrem.com
Jonathon: That’s great. And we’re going to be just starting off the discussion, blessed listeners and viewers. Talking about Google my business and if we get a time you might be touching some other topics. If not, we probably would just concentrate in on this. So Bradley a lot of the listeners and viewers. We’ve had a lot of new listeners and viewers this month, which is great news. They are either single entrepreneurs, real estate agents or they’re in a small team. And what do they really need to know about to start off about Google My business. Give us some insight. Maybe some tips cause I think it’s something they don’t really is on their radar enough and they could get enormous benefit.
Bradley: Yeah, absolutely. And I think one of the things that I was start off to say is that get on it, if you’re not. If you don’t have a Google my business profile claim and verify your profile right away. Because it is very, very powerful for local businesses especially. And as all the real estate agents and people in the real estate industry know, the real estate industry is a tough market as far as digital marketing because you’re typically competing with very authoritative brands. Things very aged type sites for example. Like Weichert and Foster and all the really big name brand companies and websites that have been around for ages. And so it’s very difficult to compete with that. However, Google my business, which is really marketing on a local level has really kind of opened that up or leveled the playing field in such a way that anybody can really get traction now within the Google maps section of search results.
So, the first step would be to obviously to claim and verify your profile if you haven’t already done that. But once you’ve done that, there’s a lot of additional options and features that you can utilize, tools that Google gives to you that are absolutely free to use, but you have to use them. So that’s one of the things that I see a lot in any industry. I also run a local marketing agency and so I deal with a lot of different types of clients. I’m familiar with real estate as well though, however. And I find that a lot of people are at least aware of the Google my business platform, but they don’t know how to fully utilize it.
Jonathon: I don`t know if you’d agree with this and also give some advice on this. I think one of the problems, not for Robert or for myself or for you. But one of the problems is it’s not clear cut how you get your Google business page. And the process that you have to go to claim it. Do you agree with that statement? And secondly, can you give some insight about that? Because I think that first stepping stone is linked to the problem connected. Like what you said, a lot of people aren’t claiming it.
Bradley: Yeah. Well the first thing you can do is just go search, go to business.google.com. And search and you enter in your business name and phone number and or address. And see if it comes up. If it comes up, it means there’s already a listing published online. It just may not be claimed yet. If you’re the business owner and you’re looking for, go to business.google.com and you search for your business name and type in, sometimes it’ll ask for a phone number or for an address or whatever. And if it does come up and you have already claimed it, then it will take you directly into the dashboard. Where you can go in and start optimizing your profile and using the tools that are available. If it’s not been claimed yet, it’ll all give you that option to claim it as a business owner or as somebody that has the permissions or the rights to be able to claim that. So for example, maybe it’s somebody working on your team as marketing. Maybe somebody in house does marketing for you or something like that. And at which point you can claim the listing and you can initiate the claims process. And typically it’s done via a postcard is sent to the physical address that what contain a pin number. A code that you have to enter once you received the postcard, confirm or verify that you really do reside at that address.
Jonathon: I got some quick questions before I throw it over to Robert on that process. Cause you used to be able to find the phone numbers. It has the price code and you’ve got to have a physical couple of quick questions. Can a PO box do? Or does it really have to be a physical address? And secondly do you still have to have a Gmail email address?
Jonathon: Alright. So can you explain that one first because I think that that’s a barrier in its own right? And secondly about the post card going to a real physical address.
Bradley: Okay, sure. So yeah, to start with, we’ll address the postcard first. Yes, it has to be a valid physical address. A PO box will not work, however you can use the street address option for now. Let me qualify this. This is against Google’s terms of service, but it works. You can use the street address option of the postal service. In other words, you can go to a post office and get a PO box. And then you’ve signed an additional form which allows you to use the street address of the post office itself. And then you get like the number sign and the box number. So it’s almost like a suite number. You can’t put suite, you have to put the box like the pound sign or the number sign, then the number of your PO box.
And that still works. I’ve got a lot of Google my business listings out there that have been confirmed to that way. Keep in mind that’s against Google’s terms of service, but it does still work. That said, if you have a real bonafide, genuine office or even it can even be a home that you run the business out of, then that is the better route to go. And you can have an address there. If you try to submit a Po box as a Po box, they will reject it right off the bat. Okay, so that’s number one. Number two, as far as the Gmail, yes, you need to have a Gmail account or you can have a g suite account. So you can have your domain email account as long as it’s hosted through Google Suite then that will work as well.
Jonathon: Right. So what we’re saying here folks, you can have a normal g-mail which should be like Jonathan@gmail.com. So that’s a free. I think if you are a real estate agent, I would advise you not to use a g mail just for professional reasons. But then they have what they call the GSuite which was basically, you could have like email@example.com. And that you have to get a domain name. You came do it through Google GSuite. I would recommend you don’t do that. I would recommend you go to something like go daddy and just buy a domain name like renoproperties.com. And then you can go basically any cost for around just under $5 a month. And you then get a host of other Google products and services. But the main thing is they need, it would be firstname.lastname@example.org, which looks more professional. I’m going to throw it over to Robert now. Robert have you got a question?
Robert: I don’t know if I, I mean maybe, so I, I’ve had a mix. So Google my business has been a Google product that has been changing a lot. Google has been adding features, changing features. They added posts about six to eight months ago. They’ve been doing all this different stuff with Google my business, which ultimately for me personally, just my perception badly I would say, okay, that’s great. And I use my Google my business profile religiously, but I’ve never really generated all that much business off it. I use it as a support tool to generate business off my website. So I’m kind of curious to know what your overall opinion as an ROI delivering mechanism is of your Google my business page.
Bradley: Sure. And that’s a great question. If you’re using it properly, you can generate, now obviously some industries are going to be different. For example, most of my agency clients are in the contracting industries like home services, so you know, HPAC contractors, tree service contractors, that kind of stuff. And for them it works really, really well. Now I’m not as familiar in the real estate industry with how well it works for lead generation. However, what I can say is as far as the different tools is first of all fully complete the profile. So if you complete the profile all the way at which now there’s a Google website or what I call GMB website that you can complete, there’s photos which you should be uploading photos. For real estate agents, you guys have no shortage of photos, so you ought to be uploading photos regularly and consistently.
There’s a, there’s a trick that I’m going to talk about with photos too that will help you to get better results from the Google my business profile and search as well. But the post you mentioned post. Posts are very, very important if you’re using them consistently. And regularly because what happens is, again, Google provides these tools for free for a reason. And let me kind of step back for a little bit to explain why. What I’m going to say about the Google my business posts or GMB posts are I call it the short. Why they’re powerful and why they’re effective and why Google has given us all these tools. Because think about up until about a year ago, you said six or eight months ago, that was close about a year ago is when they really started rolling out a lot of these Google my business tools.Because prior to that, think about what Google was. It was nothing or is or had been. It was nothing other than an index page of links or URLs that when, so when somebody would go to Google, they do a search, it would present them with a list of URLs, websites, web pages. That when the user would click on would take them off of Google and take them over to somebody else’s website right off of the Google platform. Well, if you know anything about Facebook marketing especially with paid advertising on Facebook, you know that if you’re doing Facebook, like posts within a group or on a page, for example, if you go look at your Facebook insights or your analytics or whatever and you get to see how much reach those posts get to the followers of your page. For example, if you don’t contain an external link, you get much more exposure.
Like in other words, a lot more eyeballs. It gets it gets served to a lot more of those followers. So a lot more followers will see it in their news feed, for example. But the moment that you put a third party linkedin and external link to take people off of Facebook into that post. Now Facebook significantly reduces the exposure of that post. Why is that? Because Facebook doesn’t want people clicking on that link to take them off of Facebook. Facebook’s wants people to stay on Facebook so they engage with more ads and stuff like that. So Google kinda followed suit. They got wise and that’s really why Google my business, started launching all of these free tools is because if used properly, it can provide the Google user, the searcher, for example, with the date, the information that they’re seeking and the Google user, the end user can then engage with that content or that Google my business posts or the Google my business website, the maps listing, whatever. And get all the contact information that they need, driving directions, anything that they need for that business to transact with that business and never leave the Google platform.
Does that make sense?
Bradley: So as far as the Google, my business posts, if you use them consistently and religiously, the more competitive of a market that you’re in, the more frequently you should be using Google my business posts. And for those of you that aren’t aware of what GMV posts are, it’s very similar like publishing a post on your Facebook page. It gives you a section to place an image or a video. And then there’s some a text section that you can put up to 1500 characters. And first of all, use a good image. But second of all, the text area is where you can add keywords or search queries that you want to get more exposure for. For example, another one of the tools inside of the features inside of Google my business is the GMB insights and insights is essentially analytics or the Google my business profile.
And if you take a look at insights, it will show you at the very top what the search queries are that has given your profile, your maps profile and impression and that somebody has engaged with. So it’ll show you the search queries that people are using to find your business. And so if you see, for example, a lot of the times, especially in the contracting industry as see near me type keywords, in other words, plumber near me or even in like pet store near me or restaurants near me or variations of the near me type modifier. You’ll see those in a search query report. Those. And what happens is if you can actually start extracting those keywords from those search query reports and start using those in the text portion of GMB posts, Google will start to serve your listing more for those types of queries.
So it’s almost like they give you the keys to the kingdom. It’s very, very powerful. So that’s number one. And number two, as far as the images, videos are always tend to get more engagement than, than photos do as well. But what’s really cool about it is for example, the Google my business platform has become as far as in last year, at the end of July last year, July 28th, I believe was the official date that Google wrote out what they called the mobile index first. And what happened then was all there’s basically three different types of search results or Google. Like three different data centers. Basically there are the mobile results, there are the desktop and laptop results, and then there are the maps results. And whenever you do a search on Google, you’ll see kind of a blend of those things. For example, that’s why you see maps at the top now and then you see organic results underneath and all that.
But up until July of last year, the main results pages were influenced primarily by the laptop and desktop results. Well, as of July last year, 2018 they, they switched to the mobile index first to where now the mobile index is the one that influences the rest of the results. And the reason why is because six or seven out of 10 searches now originate from mobile devices, especially searches with local intent. So the reason I say that is because the Google my business platform now, they’re one of the primary ranking factors or that show that that will show your business in the maps three packs, which is really the prime real estate, right, is the proximity of the business to the searcher when they perform the search. Does that make sense? So in other words, somebody who’s looking at their phone and they’re typing in, you know, real estate agent near me or realtor near me or something like that, then Google is going to return the real estate offices that are physically located, the closest to them, if that makes sense.
So in a way that’s great because it gives a, you know, again, if you have a well optimized profile, you can rank really, really well for people that are searching close by to your physical location. But that kind of limits you if you have a broader service area, right? So it’s a double edged sword. However, there is a way to overcome that proximity issue. And that’s once again through using Google my business posts consistently and regularly. And here’s the key to that. When you take a video from a phone with gps enabled, right, which almost all phones in the world are now, it stamps that image that, that, that photo with what they call exit data. Essentially it’s a geotarget that has the coordinates of where that image was taken and it’s got basically gps data embedded in the metadata of that image. And same thing goes with the video.
So if you take video from your phone or excuse me, photos or video from your phone, for example, especially real estate agents, if you cover your farm area, whatever that may be, if you’re constantly taking photos from your phone while on site at a, at a rate as at properties that you have listed for sale or that whatever the case may be. And you upload them to the Google my business profile through your phone. Or You could even have them saved in Google photos, for example, and then do it from your desktop later if it makes it easier. But all that Geo data now is already tagged onto that image. It’s embedded in that image. And what happens is over time, especially if you do this consistently and regularly, you can overcome that proximity issue to where Google will start to serve your results in the three packs. Your profile in the three pack, which as long as people are searching within that area that you’ve mapped out now through the data that you continually feed the Google through these photos, these geotagged images and or videos. Does that make sense?
Jonathon: Robert also has touched this in previous episodes and it’s one of the reasons why I want you to do to come on the show is to emphasize that. Because it’s so amazingly powerful and so important that real estate agents understand this. We’re going to go for our break folks. We’re going to come back. I’ve already enjoyed this. We’ve already offered a load of value in this conversation. And we be coming back with Bradley and we’d be going into some more depth around this amazing subject. We will be back in a few moments.
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Jonathon: We are coming bank. We’ve had a feast on Google business page. Brad I’ll give you top marks. I’ve been impressed with what you’ve put.
Bradley: Thank you.
Jonathon: I’m just going to throw over to Robert. Off you go Robert!
Robert: So I’m going to make a statement for our audience because I agree with everything you said Bradley. And we’ve talked about this before on the show. And I have actually mentioned to our users the importance of geolocation and other metadata that gets automatically added through your cell phone, which is incredibly important in terms of content creation, hyper local placement, hyper local exposure, so on and so forth. But right now I’m going to actually take a different tangent because when we as writers or marketers get lost in the sauce and we talk about all this different technical stuff, I think that people get deeply overwhelmed because there’s a lot of technical stuff and Bradley is correct. There’s a lot of metadata and other information. But guess what the, the beautiful news about all of this is that really even if you wanted to tackle four or five social platforms and create content, I’ve noticed that the ability to reuse content on different platforms has extended a lot IX, including with Google because you’re not getting duplicate content dings on your Google my business profile the same way that you would.
For instance, with your website, you can’t duplicate content on your website. However, you can take a single image of you smiling in the morning and then use it for your Instagram, your Google, my business page, your LinkedIn. You know, if you’ve got a company profile on LinkedIn, you can use it there or a personal profile. I’ve got a few thousand people that follow me on my personal profile. So you can do one picture and then update every platform including Google my business at the same time. And by the way get all this local relevance that Bradley is talking about. As long as you took the image that somewhere in the vicinity of your service area and then and then uploaded to Google. So I just wanted to mention that Bradley, I do agree with everything that you said. I just want to make it clear to our users that overall what we’re telling you, which you probably aren’t hearing, but we’re going to say it over and over again until you hear it, is that you’re being given more and more and more tools that have more and more power to compete against companies like Zillow and Trulia and Bradley.
These are big lead generation companies that are stolen a lot of thunder from local real estate agents. And so you’re being given more and more power to combat those guys. Because guess what, Bradley mentioned this, but I’m going to mention it again. When you get served up in the three packs for hyper-local, you beat out truly on Zillow. So what we’re telling you is that you have a hidden weapon right now to go out and beat these guys and it just involves your phone a little my business profile. And then honestly though Bradley hasn’t touched on this, I’m sure he would get around to it.
He’s going to give us some tips and tricks and I’d like to give them some time to do that. Maybe in the bonus content if he decides to stay an extra 10 minutes. But reviews are the last thing that you need to focus on. I don’t know, Brad, his experience had been. But I’ve discovered that my profile has really dominated an ever increasing variety of searches, mostly based on the quality and the quantity of my reviews. There are other things that affect your business profile, such as citations and other things like that. But, but I don’t want to get super deep and complicated. I personally think that the number one thing anyway is reviews, which is as real estate agents, you should be getting every single day. You can, you can possibly get one.
Jonathon: I think that`s great Bradley. Just those two things, I like you to just give a quick count on all of the free pack cause we’ve been using that a lot. But it might be puzzling in a lot of our listeners and viewers what the free pack is and in, can you go onto what you think of what rob has just said about reviews in Google business page?
Bradley: Sure. So the three packs are when you do a search in Google. Especially with local intent. Typically you’re going to see some ads at the top and then just below the ads you’re going to see the maps pack essentially, which is most of the time it’s, it’sit will serve three results within the map spec. So there will be literally a map and then just underneath that there’ll be three different listings, oftentimes three listing. Sometimes it will be less, sometimes there’ll be more because now you’re starting to see more and more ads show up in the actual three-pack when those are people that are using Google ads with the location extension enabled. That’s something else I, if we have more time I would recommend that we talked about because that works really, really well.
Jonathon: We can discuss that in the bonus content.
Bradley: So that’s what I’m talking about when it comes to the three-pack, it’s that maps section of listings in the search engine results pages just above the organic listings. And as Robert had just mentioned, that’s really where a local business can compete against Zillow and Trulia. And east coasters are another company called Redfin that’s taken up a lot of real estate as on those serps pages. And so though like I know what you’re saying and that’s what I was saying earlier about being very authoritative sites that you’re competing against, but on the local level you can actually outrank them cause you can get, they’re not, they don’t have physical locations where you, do you know what I mean? And so, so you can get in the maps pack and literally Siphon traffic away from them. And that’s one of the best things to do. Now as far as reviews, absolutely. Look, SEO has evolved so much beyond just getting ranked well because ranking well doesn’t do it anymore because our online users, a Google users, we’re just, people on the Internet general are Savvier than they were even four or five years ago.
We’re just being at the top of the results. We get you all the traffic you need now, even if you’re at the top, if you don’t have a good brand and a strong social proof, which is what reviews are that you’re a brand that people engage with and that are satisfied with, then you’ll often get overlooked and people will, you know, click or visit the call, the businesses that may be below you but have more reviews or better reviews. So I totally agree with that and I’m, one of the best things about reviews is our user generated content. So Google gives a lot of weight. In other words, it will help to you to build authority for your brand in Google’s eyes because they’re not your own content. In other words, it’s not stuff that you’re producing, it’s stuff that users have, have added to your profile.
So that really helps as well. One of the keys that I would recommend is that will help you to get more mileage out of your reviews. There are two of them actually, if we have time very quickly. Number one is always get in the habit of going in and responding to reviews, good or bad, go in and responds because it gives you the opportunity to squeeze another key word or another location name into the response, right? And so that’s how you can start to expand again, that that footprint, so to speak, of your, of your Google, my business listing. Because you know, great reviews are great and, and most people usually only respond to bad reviews or negative reviews. I don’t recommend that. I recommend using that as an opportunity to continually optimize your profile with every opportunity. And secondly, if you notice this when side, if you go, go to your Google maps profile and view it in Google maps and then you click on the reviews.
If you have, let’s say you’ve got 50 13 reviews, if you click on that, it will expand and show all the individual reviews. And then there’s a little share icon for each one of those individual reviews. If you click that share icon, it’s going to give you a URL that links back directly to that review. You could use that in your content marketing and you know like, hey did you see the review that was just posted by John and mentioned the location and to do that review, click, you know, check it out here and drop that URL. Cause now your link building links directly into the Google my business profile on a review by review basis and all of that over time. Link building is still a very powerful technique in SEO if it’s done correctly. And a Google my business is no exception.
Jonathon: Oh that’s fantastic. Well you know, what is the process for somebody leaving a review? Because you know some reviews sites, they have very in sign if you’re, especially if you’re a first time person giving the review, they have insane restrictions and what Oz do you need a kind of g-mail email account to leave a review? How does Google regularly review?
Bradley: Yeah, it’s done as long as you have a Google profile. And honestly it’s rare to find people that do not have a Google profile. Like when I say profile, I mean a Google account. Because of all the android phones, you know, and all that. I mean, almost everybody has a Google account just like Facebook. Right. And so that’s all that’s required is to leave. What’s best is if people leave reviews from their mobile devices. Those tend to carry a bit more weight than if they come from a desktop or laptop. But yeah, I mean that’s, that’s pretty much all that has to be done. So it was a lot easier guess.
Jonathon: The half hours already gone. Hopefully you can stay on for another 10 minutes. Can you Bradley?
Jonathon: And we’d be discussing what you were saying about the free pack and advertising and I’m sure, Robert’s got some more questions as well.
Robert: And at the beginning of the show he said he had a tip. Let’s let him give that to the audience.
Jonathon: All right. Do you have another tip?
Bradley: The tip was to use Google my business as often as possible. However that said, I, you know, as far as I started in SEO back in 2010 and I had stuck with primarily or almost exclusively just doing search engine optimization up until about three years ago when I started dabbling in Google ads. And it was always because I felt like why didn’t need to use Google ads because I could generate traffic through search engine optimization and I got really good at maps SEO or Google my business SEO and all of that stuff. However, Google is forcing people to go more into the paid businesses, more into the paid sector, right, of advertising what the Google Platform. And we have to evolve as business owners and or marketers, we have to evolve with that.
So, as I’d mentioned earlier, the three packs, I’ve seen the three pack as much as the five pack now because that’ll show two ads before they’ll show the three maps listings that are there because they’ve earned their right there, if that, if that makes sense. And so advertising is becoming more and more of a necessity in my opinion. It can work really well hand in hand with an SEO campaign in two ways. Number one, if you’re paying for Google ads, even if you don’t pay to be in the pay per clicks section above the map section, typically for a local business if you’re running Google ads with your location extension enabled, you can show up in the maps back is an ad, right? So you can squeeze your way into a three pack that might be outside of your immediate proximity, like service area. In other words. So that’s one way to get into the maps. Three packs in areas that you’re not, that people may not be there, aren’t, and may not be close in proximity. Excuse me, to where your physical location is, if that makes sense. By paying, if you’re the highest bidder or you have the highest quality score on your Google ads with the location extension and enabled, you can actually jump right into the top of the three pack that way. So can we leave the rest of it?
Jonathon: For our bonus content. I just wanted to wrap up on the half hour Bradley’s. How can people find out more about you and your words, wisdom and they, they truly have been words of wisdom in this whole fair or how can they find out more Bradley?
Bradley: Well, we have a welcome page that we’ve set up for your email@example.com slash mail, right? Just one word, male, right? And that’ll take people directly to welcome page where they can opt in for some free goodies and some, you know, information that we’ll send you. Secondly, we also have a weekly Webinar series that we do every single Wednesday, Wednesday. It’s free. It’s a question and answer series for people to come ask any about digital marketing for their business. We answered them. Like I said, it’s free to attend is called Hump Day hangouts. We do it every single Wednesday at [4:00] PM Eastern. We had our 252nd episode just this week. So or just yesterday I should say. So I would recommend that you guys check us out. You can just search Google for Hump Day hangouts and you’ll see semantic mastery or go to youtube.com and search for Hump day hangouts or semantic mastery. And you’ll see our channel. We’ve got thousands of questions and answer videos on our YouTube channel.
Jonathon: I love to die painful. Robert how can people find out more about you and your company?
Robert: Hey, so we can always have everybody go to inbound nerium.com though, oddly enough, if you do inbound rem into Google, you’ll not only find me, but there’s a very good chance that you’ll find my Google page, which might be interesting for people to look out. I dominate the local area, even though I don’t necessarily use all the tactics that we’re talking about here, but I do use quite a few of them, including reviews, response to every review. I’ve got five or 10 posts. So if you want to see what a professional marketing company has done in terms of my business page, you can, you can go there. I’m not saying it’s the pinnacle of all pages because honestly there’s so many. I still do all my marketing myself and so there’s a lot of stuff that I just don’t get around to. I kind of pick and choose my battles, which is most of the time creating content on inbound orient.com which is where you should go if you want to learn more about me. Right.
Jonathon: And I just like to point out the Mail Right system, we’ve done a lot of changes over the past three months. It’s almost a new platform. And one of the great things it post [2:00] AM it gets reviews. Fill your Google business page. I just want to point that at, so this is some viewers, so if you’re looking for a combined system that can help you with that go to the mail right website and book a Free Demo with me and I’ll show you the ropes. We’ll be back next week fixe where we’d be talking to enough our, but like Bradley about some subject that will make your business a real estate business better into 19 and then in the new year, not only for yourself, but for your family. We will see you next week. Thanks. Bye.