This is improving the ROI on your Drupal website with an updated content strategy. And we're stuck on the one slide. There we go. I'm Dawn Borglund. I'm a senior digital strategist for Media Current. I've been in the web industry for about seven years now, and I started on the branding and advertising side of things, moved over to project management, and now I'm in digital strategy, which is super cool. I get to help our clients from the very beginning, you know, when they've got an idea for a website or an idea for what they want to execute, all the way through the build, and then ongoing support. So Media Current, we build really awesome, elegantly designed Drupal websites. And we do those for clients like the Weather Channel, Habitat for Humanity, NBA, we've got a really strong presence in the higher ed space, and it's kind of cool because I get to wear a lot of hats. It's like instead of doing just one industry, I get to do them all. So during this time, over the 70 years of my career, I've noticed an interesting paradigm shift and what clients are asking for up front and what's working for them and what's working for us as an industry. And so that's what I want to explore today. So old school, digital marketing, looked a little bit like this. People trusted your intuition as an expert. Budget was controlled by IT, and IT was very focused on the technology. You know, what can your website do for me? What's the functionality? Can I do backflips? And it was pretty easy to prove ROI because ROI was a lot easier to get back then. So whether you were a developer, IT, marketing, or the client, you kind of walked to work, and you could do whatever you wanted because it was so easy. Today, the first thing I hear is show me the ROI.  It's at the very beginning. So I've had clients come to me and say, Don, show me what the ROI is going to be on this project before I even start it.  Budgets not controlled by IT anymore. I'm getting more and more marketers come to me because they're the ones who are dealing with lead generation and they're the ones dealing with sales. And no matter what, I'm being required to present hard before and after numbers. So not only for my client, but in the case studies that we've done with other clients. So it's this different and interesting place to be in right now. And I think the Drupal community as a whole has done a really good job at appealing to that IT director. But now, I mean, we really have to partner with our marketing teams and not be siloed. So for me, what I hear from marketers is it doesn't matter how many tricks your website can do if it's not bringing me leads. And the flip is also true. You know, if your website isn't working or it looks spammy or there's something presenting the user connecting to that brand, it's worthless too. They're not going to convert. They're not going to be customers for you. So I'm a big believer that from the very beginning, from the very first meeting, we need to have developers, strategists, marketers all together in the same room so that we are creating a good, cohesive strategy from the beginning. And I'm also a firm believer that it's not like strategy exists in one phase. We're all strategists. And so we have to approach every problem like that. So today, I want to explore some of the questions I get asked a lot by my clients, my potential clients, and my teammates. So first off, how do I increase conversions? Because that's a direct reflection on my ROI. Why aren't my traditional tactics like SEO, pay-per-click, why aren't they working anymore? Hey. Yeah. So conversions, for me, it's whatever that website's supposed to do. So if it's an e-commerce site, the point at which they make a purchase or if it's a lead generation site, it's the point at which they maybe fill out a contact form or request a demo or something like that. And then there's what I call secondary conversions, which is like moving someone to a back channel. So they sign up for your email newsletter. So they're not a customer yet, but they're in that like, I'm interested and I want to know more about your state. And same thing for like downloading content. You know, they've entered your sales funnel, but maybe they're not paying for it yet. Yeah. How do I reach a larger audience? Because larger audience usually means more money. How do I find a balance between advertising type content and like lead generation type content? What Drupal tools specifically can we use to get them there? I work exclusively in Drupal now and there's a reason for that and I'm sure you guys all know that too because you're here. And then what metrics should I be looking at to prove long-term ROI? So let's start with a hard one, increasing conversions. So I know you guys have already heard that content's king and that it's a big deal.  And you know, because every person who ends up and talks about content strategy, they always follow it with, there's no silver bullet. It takes a lot of hard work. And it's hard when you don't have a process to be able to do that. So I'm not going to get into why content's so great because I'm guessing if you're already here, you already know that, you know. Instead, I want to talk about how content, you know, the success of that content not only depends on the quality, but also on distribution methods and how those distribution methods have changed. So, and I probably should have put easy in quotes because we all know nothing's easy. It's kind of like in our keynote presentation yesterday when they were like, there's only 14 or 15 remaining bugs. We all know those bugs must be really hard and that's why they're not fixed. So it's, you know, easy in quotes. But first and foremost, looking at your website to make sure the technology is up to date, that there's not any kind of weird errors happening that people can logically move through your website down a conversion path. You can increase traffic to your site. So even if your conversion rate stays the same, if you increase the number of people running through that conversion rate, you're going to get more. More ROI, more conversions. Getting the right traffic. So making sure, you know, if you sell birdhouses, people who are interested in birdhouses are coming to your site, and then improving your pitch. So if whatever you're saying isn't resonating with your audience, making sure that you adjust it. So it's true for not only you, but also your audience. And these are like my basic principles to increase conversions. You'll notice like everything in my talk kind of relates back to one of these tactics on how to do that. But that's like a high overview. So let's talk a little bit about why traditional tactics like SEO, content marketing, social media, pay-per-click, why that's different today than it was before. So if we're going to step back in time. Step back in time. When a company wanted to get more money, they had to rely on paid media. So that was, and this is way back in time. Step back before websites were super prominent. So they would have to run a TV ad. They'd have to get in the newspaper, maybe do a billboard. And that was the easiest way to expose themselves to these different audiences. And the good thing about that is it's instant eyeballs, you know. As soon as someone saw it, they knew your brand and you know, you were set to go. And it was easy. If you had the money, it was very easy to get that audience. The other side is that paid media or advertising is only good for the time in which you're paying for it. You know, so you don't own that audience.  And it's all subject to market pricing that you don't control. So it was pretty rough. When the internet became popular, companies had this access to an owned media channel. So owned media is anything that you control your voice over. So like your website, your, like what you say on Facebook, what you say on Twitter. That's all stuff that your company owns. And you can control, you know, what you say, when you say it, how you say it. And the best thing about it is that companies had direct access to their audience.  Maybe Google's a little bit of a middleman because that's how they get to your content. But for the most part, you don't have to go through an advertiser to be able to talk to your audience. Anybody could. And it was theirs forever. And this is still true. And then I think what the magic part about the internet gave us as marketers was an easy way to get earned media.  You know, so that might be a review. It might be a share. It might be like a retweet or something like that.  You know, you would post something on your blog and your audience would grow pretty organically. So maybe you would post your blog. Maybe you'd mention it on Dig. And then because there wasn't a lot of stuff going on, you know, you almost had to just wait for the links to roll in because there were bloggers who were writing about you.  And because you gave them something interesting to talk about, it was, it was good fuel for them. But the companies that have been in this business from the beginning have noticed you can't just write something and then wait. You know, it's totally a different game now. And so why? I believe right now we're competing. We're competing against each other because there's a lot more people in the space and there's a lot more companies. And so, you know, we're competing for space not only on Google, but we're competing for space on social platforms. You know, we're competing against other advertisers. We're competing against other people, you know, your friends and family who are writing on Facebook too. And we don't know when a new social platform comes on the market because they come out all the time, right? I don't know if you guys are like this, but I'm like a habitual app downloader. I'm like, oh, that's a new one. I'm going to download that and, you know, maybe I'll open it, maybe I won't, but I will download it. So, you know, when a new social media platform or a new app comes out as a marketer and as a company owner, we kind of have to make this critical decision. You know, do I jump on the bandwagon early when there's not a big audience? Which means, you know, good or it will, it's good if it succeeds, you know, if the platform keeps going. Like if you were in the beginning on the ground floor with Facebook, you probably have a good audience right now, especially if you're doing good work, good intentions, good content. Or if you don't jump on the bandwagon, you know, you risk missing that opportunity. And then the danger is if you do spend a lot of time and money on these platforms that come up almost overnight, you run the risk if they aren't successful you know, wasting all that time and money for a platform that's either going to be bought out by something else or just pitter off. So, it's hard, long story short, it's hard to be in marketing right now. It's hard to be in content. The other side of things is companies are getting smarter about what they're serving their consumers. So, Google, Facebook, they're very good at serving up what they think their audience needs. And so, if you don't fit that, you're probably not going to get as much exposure as you used to because they've got algorithms and you know what not to make sure that bad content gets pushed down, good content gets raised up. So, it's high pressure to put on even better content than you were before. And the kicker is our audience really, is really much smarter too. And they're very good at spotting an ad or spotting a sales pitch a mile away, you know. And they're good at filtering it out, you know. So, it's not even on their awareness sometimes. So, I think more than ever we really need to respect our audiences and we can't get away with just throwing anything up on our websites and expecting an ROI. So, let's talk a little bit about how we reach a larger audience.  I get asked all the time, you know, that's a great concept, Don. You know, how do I do that? And I usually like to flip it and say it's not about getting all kinds of traffic to your website. You know, it's about getting the right traffic. So, I did a site for a company that sold dental turbines. And for those of you who don't know, it's like the little tiny mechanics behind doing like a dental street tool work that power it. And as you can imagine, the audience size for them is like this big. It's like not only do you have to be interested in dental stuff, you have to be a mechanic, you have to be interested in fixing your own stuff, like super small.  But I'll tell you, the people that were, the people that were searching for those specific things, they would convert so fast.  And the nice thing I like about flipping this question to how do I get the right audience is it brings up a lot of other interesting questions to consider. Like, who is my ideal customer? Am I serving them now or is that somebody else? What do they want?  So I usually tell people first step before we even really get too deep is to talk about your personas so that way we know who we're talking to. So this is a diagram. I don't know if you guys can see that way in the back because it looks a little tiny. So I'll talk through it. So once you know who your audience is, and I usually say when you're picking out your audience, first talk to your like best customers ever and figure out, you know, why they're so great, how they found you, what questions they had. Because that's like low hanging fruit. You know, if you love them, you want more of them. You should go talk to them and they usually really appreciate it. So start by asking them, you know, what questions did you have in the buying cycle? You know, who are you comparing me against? And once you've got this whole list of questions, go through and answer the questions. You know, answer them. And by doing it in a formal way, it not only helps your content, but it helps like your sales team to get on the same page with what you're doing. Three, audit your website, see what's missing in your content. Another word for that is a gap analysis. So it's like you take the questions that you have, your current content, and then you figure out what's missing so that you know, okay, I need to be talking about these things. That's number four, map and identify. And then, you know, last but not least is to start creating it. And I know that can feel really overwhelming in the beginning, especially if you've got a lot of products and you've got a lot of personas, and it can feel like I almost have to go back in my cave for the next year and write copy to be able to answer all these questions. So if you're in that situation, I definitely recommend prioritizing those questions, seeing where there's some overlap, and knocking those out one at a time. And then last but not least, so once you go through and you talk to these different customers, hit the ground and do some research. So I found that just by doing some research and some testing, A-B testing, sometimes you can identify whole different persona groups that you didn't know your company was already talking to and was already working, or even whole other groups that you're not even tapping yet. So building your audience part two, once you know who your audience is, you know how do you build them. I recommend first and foremost be where your audience is looking for you. So if they are, of course, doing a Google search and they're searching for your company, if you're not on the first page, it's a missed opportunity because you're not where they're looking for you. And then the rest is kind of low-hanging for it. Like we all know we should at least have an account on Facebook, we should at least have an account on Twitter, have a presence and cultivate that area. Create content that's interesting and worth reading because if it's worth reading, it's worth reading. If it's worth reading, it's probably worth sharing. And then use advertising to elevate your message. So today we can't rely on just doing owned media. We can't rely on just waiting and hoping for earned media, those reviews, those retweets. And we can't rely exclusively on paid media because if you do just one, you're not going to get the ROI anymore. Well, maybe you will, but it will be tiny, smaller. So you have to integrate them all. So I like to think about this as building pathways into your site. So if your website, and that's the U in the middle, it's your website, is the point at which somebody is going to convert, you have to think of all of these interesting ways to bring them back into your site. So that might mean doing blog posts. It might mean doing gated material like e-books or something like that. Obviously, Facebook, Twitter, the social media areas and email campaigns. And finding ways to pass people and content between all of these different sources and using advertising to get more exposure. So that might mean doing a Facebook ad or elevating a particular message on Facebook, doing the same thing for Twitter, doing the same thing for pay-per-click, especially pay-per-click if you aren't anywhere on search engine organic listings, pay-per-click is an easy way to get some traffic in. And that's important because search engine optimization, if you guys have given that a whirl yet, you know it takes a long time and a lot of effort. So pay-per-click is a nice way to get in there fast. So next, I'm going to talk about balancing fun with conversion focused content. And I get this question pretty frequently, especially when we're talking about social media. You know, people think that social media should be the place of fun memes and things that are easily shareable, but not necessarily hard conversion focused content. And I, you know, I kind of agree and disagree all at the same time. So I believe no one wakes up in the morning and says, I can't wait to see some advertisements unless you're in advertising, like me, I like that. And it's a hard net to crack because clients and CEOs, when they go to their Facebook or Twitter, or even their blog, they're looking for that hard sell, especially if they're, you know, new to the game or they're, you know, old school advertisers, because that's the expectation that's been set. Your personas, however, they probably want a softer pitch depending on where they are in their life cycle.  So I believe in the 80-20 rule for just about everything. You know, 80% providing really valuable, interesting content. 20% can be more fun. Fun, but still relevant. So I like to do an exercise where I take the company and I write down everything that they're interested in. You know, of course they're interested in their services that they offer. Of course they're interested in being a leader in that area. And there's also usually some interesting stuff happening with branding. And I list it all out. And then I do the same thing for their audience. You know, what are they interested in?  And really the sweet spot is that middle part. And so if you can find where your audience is interested in, hopefully your services fall into the sweet spot and layer that on with that nice branding area that gives you a lot to work with. And it lets you make those fun posts still a part of your brand and not just throwaways. So I have a quote that I wanted to share with you. All things being equal, people will do business with people that they like and trust. And all things being unequal, they still do business with the people they like and trust. And if you haven't read the little red book of selling, it's a great read. So this is the magic about the work that we're doing with content marketing. Because it's a way for you to start building those relationships at the very beginning, from the very first touch points. If we go back to that graphic I had with tying the social media and everything pointing back to your website, no matter what touch point they start at, if you're offering them valuable information that personifies your company, so you sound like a human being and you're really looking out for them, you're building a relationship with them. And that's the kind of thing that people find really valuable. I mean that's why Gary Vaynerchuk says, if somebody reaches out to you on Twitter, reach back, do your best to touch everyone individually because it creates that lasting impression, because it creates that relationship. And so that's kind of my basis on most content marketing, is that you need to be in your audience's corner, giving them good information, and doing so in a way that's friendly and open and on-brand. So I kind of went through Facebook and a couple areas to give some examples of different flavors. So this one is 10 things every teacher should do this summer, and it was a Facebook ad. So they are taking paid media and elevating their own media because it points back to their website. And it's on-brand because the company that put this out is WeAreTeachers.com and their whole deal is providing resources to teachers. So it's like this is perfect win-win. It's interesting, it's going to compel people to click through, and it's on-brand for them. It's like a slam dunk. I took a few of the blog posts that our marketing director, Adam Wade, who's in the back recently wrote. And if you... I guess the titles are a little tiny, so I'll read them. Five tips for email database segmentation, new e-book, marketing animation in Drupal, and then media current and ever-gauge transforming Drupal sites from static to engaging. You can tell when you read his blogs, they're very targeted to a particular persona, and they're very valuable. It's not fluff post ever. I don't think Adam's ever done a fluff post in his life. They're all valuable and you want to read them. And when they are valuable like that, it makes it easy for people to convert because the more knowledge you share, the more people trust you and the better you're going to look because you're not hiding anything. You're educating your customer to make the right choice, which is hopefully to buy your services. And it doesn't mean that there's not a place for things like this, you know? It's super fun, and it can really be on-brand, depending on your brand. And you can tie it into a value if you wanted to. So some Drupal tools that make my life easier. Some of these should look pretty familiar, but there's a lot of the SEO-based ones, like Global Redirect is a great module. Google Analytics, obviously, right? Everybody uses that. Metatag, Path Redirect, Path Auto, Redirect, Search for or for XML site map. And then I want to talk a little bit more about some of the marketing automation tools. Man, I know when I've hit a good slide because everybody takes a photo of it. Don't leave that up for a second. So most of these are about catching errors, making sure that you're tracking stuff, and then giving you a lot more control when it comes to search engine optimization. I'm going to scoot forward, okay? I see a couple of people, like, writing really fast. So I want to talk a little bit about some of the marketing automation tools. So Media Current currently maintains modules for Eloqua, Partot, SilverPop, Marketo, HubSpot, Evergauge, yeah, that was it. Hold on, back up. And the cool thing about what we've done is that when we came into marketing automation, we realized that a lot of these modules were either really at a date or they weren't even in Drupal 7. So we shined them up, gave them some new dressing, they're now stable in Drupal 7, and we're at a point now where we can start thinking about how do we make even cooler things out of them. So marketing automation and why I think this is such a unique thing for the Drupal community and that I think we can all really jump on gives us a lot more information about our customers, which really helps us as marketers when we're trying to figure out what to say and when to say it and what's working. And then we can take that data and present it to our CEO or to our clients and say, see, it's good. So if someone came on to your site and downloaded your content, let's say you had an e-book that they downloaded, if you were integrated with a marketing automation module, you could take the information that that lead gave you, like their name, their title, the company, the form, whatever that you had up front to gate that material. That would transfer it over to something like a sales force or a sugar CRM, so you don't have to manually move that over anymore. You get all this information you can track. You can then set up some rules to automatically follow up with email, text messaging, all of those kinds of good things and hopefully bring them back in to get even more specific content. So you're taking them from kind of interested and getting more information about them as they get a little bit more specific. And then hopefully you send them back and they download more content. And they can keep going through this cycle until you get to the point in which they convert, which is really exciting. So the nice thing about this is that as you are giving them really good information, which is good for them, plus for them, great for your information, you're collecting and tracking information about their likes and their needs, which means when you pass it over to your sales rep, they've got all of these things they can talk about. And that leads pretty much warm because not only does the sales side of your company know about the lead, the lead knows about your company because they've been getting all of this great information from you in developing this digital relationship. So metrics we all should be taking a look at when it comes time to prove ROI. Most companies and CEOs will say, this is the formula that I want to see. My ROI equals the number of leads, the value on those leads, minus how much I paid to get them. And that's really tough because there's not an exact formula for how much a Facebook like or a Twitter follow or a view on Google from a Google search into your site really means because it's different for each company. And especially if you're starting out, it's hard to know what your track record is for how many Facebook likes do you need before you get someone to convert. It's hard. And it's pretty hard to attribute what piece of content contributed to that conversion.  And then they followed that to your website. It's hard to pin down the point, the social channel or the owned channel that caused that conversion, which is why this formula doesn't really work. It doesn't work for me. You've got to dig a lot deeper. So things that I recommend marketers keep an eye on, they don't necessarily report out because if you get two in the weeds with CEOs and high-level executives, they kind of tune it out. So you want to boil it down to the information that they want to see. But things that's going to be valuable for you to make sure you're proving an ROI. Bounce rates, time on site, exit landing pages, so making sure the technology is working. And there's not anything weird going on that you need to take a look at.  Website traffic sources. So what channels are sending you the most traffic? And of that, which ones are converting? Campaign-specific data.  Reporting on that data to make sure that the content that you're creating regularly is working. It's doing what you intend it to do. Medium-specific content. And I look at this through the lens of is it working from a quality standpoint? So if you're tracking these areas on a month to month and you notice a radical shift or even a decline in how things are doing for each medium, you should take a look to see if something's changed for you. You know, is the quality of my content good enough? Is there a new competitor on the landscape? So these are the kind of things that you kind of have to keep an eye on and constantly shift, because it's not like you can do a content strategy at the beginning of the year and expect it to be exactly the same by the end. And then these are the things that high-level executives want to hear about. So when it comes to conversions, how many, and these are the primary ones that I talked about a little bit earlier, so how many people requested a demo or filled out my contact form or bought something, something like that? How many people downloaded my content and gave me their information so that I could follow up with them? And then how many people moved to a back channel that you can continue to nurture and hopefully talk them into being a lead and being a primary conversion next month? I'd like to report on pages with greater than one hit from search because I view every single page that's getting a ranking and getting traffic in as that opportunity for you to convert them. And so if you're doing all of this work on your website with content, adding blogs, adding resources, this should be like one of those easy slam dunk wins, you know, assuming you're not doing anything like wild and crazy like Black Hat SEO or something.  Medium specific data, and so that's numbers and rankings. Even though I said it's really hard to quantify what a Facebook like means, people love it when they get more likes. So include it because it makes people happy and when, you know, your bosses are happy, you are really happy, so go ahead and include it. Top performing keywords and referrals. I like this because it's a good indicator on, you know, one of my talking about the things that people are interested in learning about is my SEO working. Am I doing a good job in my social media and link building campaigns that I'm getting traffic in? So it's a, it's kind of a nice way to say like if you're in the trenches, see all the good work that I'm doing. And then the last one is reviews. So I like to do a summary on any kind of new reviews that come on. So if you are a B2C or B2B company and you see new reviews, whether they're good or bad, put them in your reports and talk about what you did to either elevate them. So if it was a great report, how did you share that? Or if it was a bad report, how did you save the day and respond back to them?  I mean, content marketing is really unique because it takes a long time for a company to reach full potential on their ROI and it forces you guys into being educators on the field all the time. So if you're not seeing success immediately or if you've got somebody who, you know, they launch their website and they wake up and they check Google and they expect themselves to be first, you know, don't give up.   Your business is gonna change. The industry is gonna change.  So we really just scratched the surface with a lot of these things. Content strategy is one of those things that there's whole conferences devoted to it. So I wanted to give you all the invitation to come to our booth. If you, like, walk into the doors and you go a little bit to the right, we're in the first row, you know, so you go a little bit to the right and then we're on your left. So stop by, say hi to me. Say hi to Adam, who's our marketing director. And if you let him scan your badge today or if you go as a business card or stop by our booth, we can enter you in to win a drawing for Marketing Automation for Dummies, which is a really great book. And of course we'd like to get into the specifics about what's going on for you and the challenges that you're facing. So I intentionally ended a little bit early to be able to open things up for questions if there are any. Hey. Can I ask here? Is that okay? Yeah. So are you going to be sending us a copy of these slides or can we get a copy of it? I know the video is being posted on the site and then we're going to toss this up on the Media Current Slide Share. So you can either keep a steady eye on our slide share on our site or if you give me your email or remind me via Twitter, I'll send you a link. Yeah, I have another general question, actually. I don't know a digital agency and we work on a couple of things. One is Drupal and the other one is Magento. Okay, so I'm thinking should we really have two different sites so that we focus on e-commerce on one end and Drupal on the other end or is it better to just have one site and you hit e-commerce and Drupal on the same? What do you think? Any comments? Well, I'm at DrupalCon. So I've never done like a Drupal as my content generating section and Magento as my e-commerce platform. I've done that in my dark life before Drupal. And the issues I ran to is that it was just hard to pass information back and forth, especially if you want to track things and it's not impossible, you just have to jump through some extra hoops to be able to track like what keyword term someone came in from, for example, to be able to land on your site and then to be able to convert the same kind of thing with how they got there. So I think Drupal's e-commerce functionality is pretty awesome and so that's my initial reaction. I'm probably pretty biased though. So no that lends. Sure, thank you. The commerce guys are around. If you want to, I can introduce you and you can chat them up and see what's... I'll go check them all. Okay, cool, yeah. I noticed that marketing automation tools are quite expensive for small business. Do you have any recommendation? Do you think that small business needs a marketing automation tool and if you have any recommendation for it? I think there are ways to get a lot of the same information without a marketing automation tool. It's just very manual. And so it's certainly possible to check the information and then manually set up like a Drup campaign or something like that. It's just a pain. Yeah. I don't think I'm at liberty to say one is cheaper than the other or something like that because our process at Media Current is we're very transparent and we introduce everyone to, the people that we do business with with marketing automation and then let the customers decide and then we help with integration and not the reselling or anything like that. Okay, great. Do you place a content relationship management on the marketing process? I... And Adam Wade is a really good person to ask about this too because he's our marketing automation guru. I like the CRM integration, of course at the beginning when they download something and to be able to take that information and put it in. But there's constant information passing back and forth anytime that there's an activity on the site. So it's like...  Yeah. Questions? I work for B2B Business and with long sales cycles and we have a lot of content. We have kind of traditional gated content but we also have some kind of specialized content that we use to put landing pages up for but the sales team always wants to weigh around it for the customers they already know. You know, and so one of the challenges I'm curious, A, have you ever encountered something like this and how do you respond or how would you respond because our concern is that those links are going to get shared and we're not going to be able to track some of the other conversions that could be happening because we've accommodated them so maybe we shouldn't have. So I'm open to any advice you have and then a second question that's kind of unrelated is about holding things in your marketing automation tool before you pass it off to sales. Do you recommend doing a lot of that until they reach a current stage so that it stays in your automation before it gets to sugar or sales force? I definitely, you know, immediately current and Adam can get in the specifics for our case but we answering your second question first because it's the easiest one. You know, we definitely score each lead and so as they download more content their score goes up and at which point they, you know, it's like ding ding ding you hit the right number then we pass it over to sales to be able to follow up with, do the lead stuff. I'm not sure, so for your first question you are saying that you, sales wants to create information just for current customers and you don't want prospective customers to see it? Everyone to see it. Why? That's so interesting. I feel like they could get so much information from knowing that that current customer is interested in whatever that new topic is because that's, you know, potential upsell for them. Like why wouldn't they want that?  I would advise talking through why they're hesitating to be able to do that. I mean I guess if they wanted to really make it a personal thing they could just send them the content, but it's that's really weird for me.  Adam, you have an opinion? Do you think that would solve their issue? Let's talk a little bit more after this because I want to know if you're integrating with marketing automation and if it's like you're putting your form on that platform or if you're like, if you go to our site and you go to like a download page it's all in Drupal it just talks to marketing automation. Yeah, I will double check with Adam but I'm pretty sure you can get around the form and if that's okay, that's in, you know, short enough clicks for your sales team. To comment on that, query strings and cookies are the answer. My question is about reporting and with SERP and keywords and stuff. Do you have any tools and or services that you guys use? Oh, yeah. I've never found a good keyword ranking site. It lists stuff and it just never seems to be accurate. Yeah, I agree and so I use a lot of them and cross check them because there is a lot of variants. So I use Google Analytics all the time. Of course. I also use Moz .com and they've got a really nice interface for like checking back links and they do a cool grading system to say like these are the most valuable links and you can also track keywords against competitors and where they're ranking, which is pretty cool. I also use SEM rush rush.com rush.com and they give you a pretty good list of all the keywords that you're ranking for currently. It's hard to do that. If you don't have something like SEM rush it's like trial and error to figure out what you're ranking for and I've caught a few things that I know I'm ranking for that SEM rush won't include in their list but I cut on some slack, you know. Yeah. What I do love about SEM rush is when I'm doing competitive analysis. So I can put in my URL my competitor's URL and it will give me a dump of the keywords that I'm just ranking for the keywords that they're just ranking for that I'm not and our shared keywords, which is pretty cool. It also gives you a lot of good bids on what advertising might look like for you what things are converting for keywords and stuff. So those are my favorite tools and you'll notice some differences as you scoop between them. One day I have a dream of one tool to rule them all but we'll we'll see and I've also used kiss metrics a little bit too. Not as much but they're easy to digest. First I wanted to say thanks for a great presentation. I think it was a great sanity check for many of us. Thank you. Now what I wanted to get into how do you think you would modify some of the advice you gave for the public sector where a conversion actually has very different meaning, we're not selling a thing we're trying to change a behavior build a constituency. Man I would this is a question with the lens that I don't know what behaviors are trying to change. Basically I'm with the public transit provider for Ohio County Cleveland Ohio and really our conversions consist of getting more people to use our services and the competition that we face is them not using our services. So how do you work with an audience like that how do you change that behavior? I feel like the hardest thing for your sector is that there's probably not people actively looking for that Not nearly as we like.   No.  So it's um Sort of a ditch like that. Yeah, like I think finding that that middle part where people are interested in it but it still relates to what you're trying to talk about is a good way to get people in the door. When it comes to converting on your site I almost feel like for you it's going to be more about the back channel conversions you know how many people do you get to sign up and stay engaged with you and you can do some like market tests with them so it's like if you want to see how effective this piece of education is if you can come up with a fun way to test the waters could be something you could report on. Okay. Great. Thank you. That's tough. That's tough place to be in. Yeah, a lot of normal stuff doesn't work there either. I'm going to continue that letter. I work in higher ed. Hey, right on. All of my users have already committed to paying a $60,000 a year. Yeah. And I'm not trying to get any more money from them. But I am trying to make a business case for providing them with good content. So kind of the flip side do you have any recommendations for how I can convince convince my higher ups that we need to spend money on not making any money? Yeah. Yeah, I do. So I'm also from higher ed. My time before SATCOM was teaching at UCF in Florida. So I feel like the pitch you need to make to them and this is a pitch that I made not only do we need to keep our current students because it's easy for them to transfer every new semester is an opportunity for you to either gain more students or lose them. Maybe they drop out.  So I think that's a good place. And I think you can really harp on the fact that content marketing and content strategy can cut down on things like call center times. So if you've got really good information maybe your financial aid people don't get slammed at the beginning of the semester maybe your admissions people don't get slammed and then I think the other side of it that's not a direct ROI but I think is one of those long term things is that the content marketing that you're putting out right now sets this cultural standard for how your university is seen and how students relate to the university and so I don't know about you guys but I know when I was in digital media teaching digital media at UCF it was a big deal for us to graduate students that would go out into the world and do good things because then that would reflect nicely on our department and so I think setting that up might be might be something they'd bite on. Thank you for your time and maybe you can share with us some numbers about the KPIC you show us maybe the bounce rates that we need to work on, the conversion rates and the lead quality I don't know maybe some numbers. It's going to very be pretty profoundly depending on your industry and your history and what the site does you know so like a news site probably has a higher bounce rate than the media current site because a lot of times for news sites you'll notice trends where people will go to a particular link maybe they saw it on Twitter or Facebook they'll read the article and then they'll leave so so it varies, I mean I would say if you have a bounce rate kind of across the board under 40% you're probably doing pretty good, you know there's always room for improvement to move it down but it's like you're not on fire you know and I'd look at where people are leaving so if people are bouncing from your homepage that's a lot different than if they're bouncing from like an individual article so yeah conversion rates conversion rates is also, I've seen it all over the board dental turbine website had like killer conversions like way above 50% yeah yeah I mean they were because if you were searching for dental turbines you probably wanted to buy one and it was the only place you could buy it so it was kind of like do it or you don't get a turbine you know but the average sites I don't know what kind of numbers do you like I see and it varies big time but I see 25% a lot sometimes 30 but it depends on what you're doing because a lot of times there'll be different seasons so like with higher ed you get a huge conversion rate around admissions time and then as soon as that's over like say September you know it's nothing so it's hard to know without knowing what your industry is, what your history is to give you an example that you can really lean on we work with a lot of industries we are from Peru so we work with a lot of industries and our numbers are for 3% to 5% so I'm thinking if we implement this kind of automation we can go like 50% it depends on what you're doing you know but at the end it's the same formula it's relevant content yeah but you gotta take into account your market you know so if people are I don't know why we're getting all this static if people just aren't constantly buying your stuff and that's like it's kind of like the thing like you only buy like one kitchen timer and your lifetime kind of a thing you know it's like each place is totally different and has different rates so instead of you know what the conversion rate for all websites should be I'd look at what are the conversion rates in my industry like and what's my conversion rate for is like what's happening in the real world too to give you some ideas because it's like you could drive a truck through how big the differences are the last one let's think about universities you have conversion rates in universities um I'm trying to think of because that varies pretty big time too especially depending on what their marketing is like because I know a lot of universities are pretty paper focused and they're moving to digital um I don't have a number off the top of my head to toss out to you but maybe we can talk later and get some analytics and see what I've seen cool thank you sorry I feel like I didn't really answer any of your questions I told you I'm like oh it's tough I gotta do some research the bounce rate is cool thank you guys so much


Welcome to Toffy TV. It is the Everton News Daily, well after last night's victory against Huddersfield Town in the Calabal Cup. Rafa Benita says he wants to finish off the transfer window strongly by bringing in some new faces so the squad can be stronger. It is going to be interesting to see what happens between now and next Tuesday night when the transfer window shuts. But Rafa Benita is saying he wants in more players. We'll have to wait and see who those players will be and where the financiers will come from for those players, but Rafa Benita is wishing for more players. I don't know if it was a thinly veiled, not a tack on the board to get him some money, but he did say he wants some new faces but between now and next week and obviously there is a game between Brighton and Everton in the meantime. He also confirmed that Ben Godfrey did travel to the game last night but was left out as a precaution ahead of Saturday's game. He wasn't deemed fit enough so it would be interesting to see whether he is deemed fit enough to start on Saturday at Brighton. One of those players who has been linked with a move away from Everton is Richarlison with Paris Saint-Germain and Mbappé, distant themselves, well certainly Paris Saint-Germain distant and Mbappé away from a move from Real Madrid but the talk is in France that if Mbappé was to go to Real Madrid that they'd look to take Richarlison as his replacement. Paris Saint-Germain has said so far they will not sell Mbappé for less than they paid Monaco for him so let's hope that doesn't become a thing, that doesn't become a saga in the final days of the transfer window. Everton have had a player leave today, Nathan Marchello has gone to PSV under 23s and he's been at Everton since 2017 as part of the Labour Under Aves side that's successfully won the Premier League under 23s title. He was at 20 last season and has joined PSV under 23s. We'll be working under Rude Van Nistelwys so that's nice for him. It is the Caramel Cup draw tonight where Everton will find out who they play this evening in the next round and the Colombian Football Federation President has had his say on the Hammers Rodriguez situation. Ramon Giserwm said he needs to sort out his career. He said that he's a very important person, a great footballer and one who enjoys the appreciation of the coaching staff. The issue of the call-up is the decision of the coaching staff. Hopefully Hammers can resolve his future. They have never been vetoes for anyone. The 50 million Colombians are eligible to be in the Colombian selection. The channel is always open. He has said that nothing other than pushing for Hammers to get back to the rhythm of his play, I am not very aware of where he will play this season, we hope he fixes that. We'll find out, it won't be between now and next Tuesday night where Hammers will play the rest of the season. It will be interesting whether it will be ever, but there is a week to sort that out and we'll find out. You will find it out here on Toffy TV next Tuesday. We'll be live all day with updates and chat and discussion as transfer day goes off. Make sure you join us for that. Make sure you give this video a like, subscribe if you haven't already. If you want more great videos join us over on Patreon. We do daily live videos and make sure to join the ultimate fan revolution by downloading the app. It is the game we are playing this year. The link is in the description for that as well. Thanks for watching. See you later.


what's going on guys it's your boy dpj here today with another destiny video and today we have top five epic grenade kills now some may say these are lucky some may not either way they're badass if you do enjoy the video do smash that like button I'd appreciate the support submit any badass clips you've got to the email or just a link to the top of the video description and I'll catch you guys on the next one double down triple down look at them fall gains the lead zone B lost three down look at them fall I can't believe what I'm seeing zone C lost and it captured zone C double down yes three down


I don't move around with uncertified niggas. That's real. Every nigga I move around with is certified. And if Jay Prince taught me that, that's real. Like when I first went to Houston, Jay Prince was the first one to take me to Houston. And I stayed too much with him. I got people over there, man. And to be honest with you, I've been growing my base over there. It's time Boss Talk got to pull up in Milwaukee. I got people in that thing. I'm gonna pull up, man. That's all you need. Yeah, yeah, yeah. I'll pull it up, man. Pull up with Stevebo. You good? I'm good. Check in. I got to ask you about that. What do you think about the check in, like? Is it important? What is the way you look at the word check in? Exactly. Some people get the word. See, from New York, we take check in as extorting. Correct. So we tell us check in.  Who you talking to? Because the way you saying it, we don't understand that slang. You saying check in. That sound like extorting. Sounds like extorting. You know what I mean? But when you break it down and somebody's saying, yo, man, I think you just need to move around the city with some other folks to keep it. You know what I mean? Because we love to get active, too. Yeah. So we don't never feel like any state we go to. I don't care where we at. We, just being from Brooklyn, New York, we are active, too. We always gonna feel, that's why you always a DJ. Oh, Brooklyn, New York, New York.  We don't get active just as anywhere you at. And everybody feels like that. Everybody. Every Detroit feels like that. Milwaukee feels like that. Chicago feels like that. You know what I mean? Yeah, yeah. Whoever, you know what I mean? You just gotta be smart and just embrace whatever you embrace like me. I checks in. Yeah. And that's not about extorting. And nobody extorting me. I just checking because there's a respect. The same way if somebody came and they came to New York and they need to move around. Yeah, yeah. You know what I'm saying? I'll let them know how to move around. Like you can't come to somebody hood and act like you know what's going on there. Or set up there or just act like you the guy in the hood. Cause they gonna check you. Yeah, yeah. Well, see, that's the thing about the checking. See, once again, we don't adapt well to somebody telling us they're gonna check us. Like we're supposed to, oh, you're gonna check us so we're gonna run or we're gonna move or we, nah, we ain't, we flying into your city. You know, we're gonna fly into Milwaukee. We're gonna fly into Detroit. We're gonna fly into the Chicago. And it is what it is. Like we Brooklyn, New York, New York, it don't matter. Bronx, it don't matter. We coming wherever you at.  Because we just, come on, man. You can't do that. No, you can't. You can't say like Dallas. You can't just pull up.    That's going to cause that kind of energy. You get what you put out. Right. Now if you tell me I'm cool and I come and because I'm going to talk to people like when I go to New York, I got Junebug or I got Conrad, you know, from Queens and Brooklyn. And they're going to be like, he hear them. They're gonna pull up. Now that ain't checking in. Now they're my people. See what I'm saying? Yeah. That's the same way I feel. It ain't about checking in just I got people everywhere with. Yeah. I got a million niggas in Chicago and they respected. Yeah. Like I don't move around with nothing that's unun. I don't move around with uncertified niggas. That's real. Every nigga I move around with is certified. And J Prince taught me that. That's real. Like when I first went to Houston, J Prince was the first one to take me to Houston. And I stayed too much with him. Wow. We're in the ball.  Showed me the cows. The horse is everything.  All right. And he showed me how to make that money and do this and do that. And then he showed me the compound. Then he introduced me to a son. Branded, yeah. And both his sons. And I messed with him. You know what I'm saying? And Marv ties. Man, I love him. And it was all love. Always. That's real. And I check in. I said, when I get in, I holler, I call the state L. I get my sandwiches. Get my food. I run through the city. I put my rabbalot chain on. He used to give me. And I run through the city. Dang. So how did you end up first meeting? Like even linking with Jay Prince. And the Y Clef studio. Y Clef studio. Yeah. Okay. Y Clef studio. I forgot who else was recording that day, but it was in Y Clef studio. And Jay Prince was there. And I was in there seeing Y Clef doing something. And Jay Prince was there. And I was like, oh, gee, what's happening? He's like, hey, what's up? I'm like, man, I know who you is. You ain't got to say nothing. It's an honor. You know what I mean? You're very big. And he like my mouthpiece. That's real. That's real. You don't talk to him a certain way. But I was admiring him. Like the old G. That's real. You know what I mean?  Yeah, yeah, yeah. It's the way it's supposed to be. Because it's real. I said some crazy things to him. You know what I'm saying? That he made me feel like, yo, you crazy. Come on. You come out to him. You know what I'm saying? Yeah, yeah, yeah. But I was, I don't like, give me the blueprint. Dude, man. And it's like I say, I'll never forget that song that my boy DJ Quicky, when he said I went here and it's just like Compton. He named it everything because it reminded him. It's something in the hood and dealing with the structure that'll remind you to say, hey, man, listen, you got it. It can be the same anywhere you go.


What if your experience by attending this virtual keynote on November 19th increased your ability to focus, better manage your emotions as a trader, and help you take your trading mindset to the next level? And what if your personal trading story that you shared with someone else impacted them so deeply that it changed their life forever? And what if the way in which you took control of your trading as you prepare to enter 2023 allowed you to help others in a way that leads to more fulfillment in your life? Hi, my name is Kenyon Seilo and if you answered yes, then I invite you to join me at the Buget List Life for Trading, virtual keynote where I'll be sharing three simple steps that will help you take control of your trading and get you fired up to check off your life goals in 2023 and beyond. I'm going to take you on a journey that will invite you to laugh, inspire you to dream, and challenge you to take action. If the last few years have taught us anything, it's that we can't wait any longer to pursue the things that we want in this life and ultimately find that fulfillment so many people crave. True happiness. Someday is not a day of the week. Now is the time to create memorable experiences that light us up, share stories to make deeper connections with those around us, and harness the power of helping others without the expectation of return. When these three things are the focus, anything is possible and I will show you exactly how to make all of this happen. I look forward to seeing you at the Buget List Life for Trading virtual keynote and ending 2022 on a high note.


Matt here for Layton Sports Cards ripping 2022, Topps Pristine Baseball case break number 32 random teams. Here's another look at those random results. Scroll down to show that last line here in just a sec. Keep that up just another few seconds and then we'll get this rolling. All right, let's do this. We have 45 minutes on this. So unless I start to call the Ina, I don't think I'm gonna do the facts. I think if you do, I might finish too quickly. I was gonna say, if I start to call the Ina, I'll just holler. Red Sox are in the last place. Oh, really? Really? Don't tell Vaughn. Really? Oh, Vaughn knows. Yeah. Vaughn doesn't even know. I forgot these are crazy. So since we're doing a baseball break, I guess now's probably a pretty good time to make an announcement. So I'm going to be retiring from management here with late in sports cards. And we're going to be launching a baseball only channel. And I'm going to be getting back to the breaking table. Breaking baseball, just baseball. So I am super psyched about that. And I hope you guys check it out once we get it going. What it really was is Rich told me I had to start wearing a tie to work. And I was like, you can't cage this bird. Nobody at the top seems to be fired for this. They should probably get, I don't know, a pocket to be had. Awesome. Thanks, Sean. Appreciate it. It's been a long time coming, man. I hope you once again breaking the full time. When you start to your first night, you're going to have a full schedule of a popsicle. Yeah. Yeah. I'm going to tell Rich to load me up with all the heritage and get in. Gypsy plan. Yeah, gypsy. Here we go. Newt Bar, Kyle Hendricks, purple. Colton Welker, rookie purple. Those purples are to 99. Carlson, I think that's just a, yeah. Dylan Carlson, baseball card there. Good, man. Doing much better. Yeah, thanks, Bradley. That's Red Sox, popular demand, Jersey Auto, Rafael Devers. Nice one, Red Sox. That is nine of 15. Nice pink, Jersey Auto. Congrats, Boston. Got a cruise. But yeah, man, my health has really, really turned around. I am so happy about that. It took seven neurologists to finally help me. I mean, they're all helping in different ways, but there's Beltray. Yeah, thank you. Wander rookie. There you go, Reyes, random marsh. Solak, Perez, there's Ichiro, insert. Bradley, you might have to bring back the abs logo for your YouTube image. Ichiro, Reggie. That's how I always knew it was you. I know it's the world's largest baseball now, but I just associate you with the abs logo. Absolutely. Grielle, Stanton, Cabrera, that's Harper. Mike Schmidt, odd crew. Mags. First up is Edgar Martinez, one-of-one. There you go, Mariners. Nice one-of-one, Edgar. Shanti, congrats. That's Salvador Perez, blue, 75. Yeah, you bet. And Kibrian Hayes, gold to 50. Nice and pirates. This is Jesse Winker. Cubs, Otto. Andre Dawson, that is to 99. Nice one, Cubbies. And Cardinals, pure power, Otto. Paul Gulchmitt, not numbered. Here you go, St. Louis. That would be awesome. It's just one of those that you know. It's funny, because Jeter, I mean, Jeter is the best of them, but Jeter, Wilson Contreras, and Ryan Sambers all have similar autos. Is that like the alternate? It works. I still miss just the A with the Marin background. You know, if you want my true, true feelings on it. We're at eight spots to go on Leith Metal Pop Century, case number three, random hit style. That's $139.99 per spot. You get two hits per spot. It's two random hits. And you get an entry into our national promo for all breaks purchased through the national and then through this weekend, as well as next week. Is there anything that you feel you might be a little shaky with? Not really. That is Royals, the new Yankee. That is Jersey Otto Andrew Benentendi. There you go, KC. That's $199. Nice, Benny. Here that is Brian De La Cruz, Rookie Purple to $99. Gallo and Arod as a Ranger, Purple to $99. Oh, did you, Bradley? It's a cool card. I really like these. Lou Gehrig. Yeah, these are nice. Such a nice set that they're good. Yeah, I'm brave. Ciney, Gwen, there's Christie Matheson, Devers, Herbie Puckett, Piazza, there's Babe Ruth, Nolan Ryan, Akunya, lots of talent in that pack. There's also a trout in that pack. Eddie Murray, Yachty, Wade Boggs, Kershaw, Mag Cards. We have Bass Williodonis, Gold, JT Romuto to $50. That is Brewers, Otto, Freddie Peralta, Wangan for the Rangers, Blue to $75. And Bass Tiasca Hernandez, White Sox, Popular Demand, Otto, Tim Anderson, go Chicago. Yeah, make sure you keep an eye on our social media and on the website to see more info about us launching a LSC baseball channel. I wonder if I can get Montell Jordan to do Return of the Mat, to do Return of the Mat. I mostly collect baseball. I collect baseball and football. And then I did collect Reggie Miller for basketball. I just haven't picked up any Reggie Millers in like four years now. And I have a few wrestling cards. I have some Ricky Steamboat, some Harley Grace, and then a couple 57 or 58 Parkhurst, Matt K. O. Murphy. Not the same person. When I wrestled, they called me Matt K. O. Murphy. I have that job or energy. Oh, that's awesome, Bradley. There's Gold, JD Martinez. I think that's Gold, right? Such a hard time with Golden Orange. Actually, no, I don't. That's Orange, Austin Riley. Look at me. My chest all puffed out. This is Ray's. Slice of a Star, Jersey Auto. Brandon Lau. He started in 87. 87 was when I was very interested in like 85, 86. But then 87 came out and I was like nuts for it. Matt Olson, beer. I was a purple Matt Olson. Sorry about that. Oh, you're collecting Tops and Clear basketball. And 87, which is Tatees, Pedro. In 87, I was absolutely obsessed with the 87 Tops Maguire. And then I collected baseball, football, and then they also had a nice WWF set back then that I was ripping. Mac, Judge, Bieber, Willie Mays, Darvish. Yeah. Seven to go now on Leaf Metal Pop Century, case number three random hit style. Ten to go on case four. There's Liam Hendricks base, Jackie Robinson base. Gold, Eddie Rosario, Ray's. This is Yankees, Otto, Don Mattingly. He'd be in the mustache hall of fame, too. 100%. That's Rangers, Pure Power, Otto, Gold, Adolis Garcia. 37 to 50. And Sammy Long, rookie, Giants. That is pink to 15. For those of you that have been watching our national rakes, what do you think is the biggest hit we've pulled so far out of those? Kind of one out of two. Are you talking about the definitive book? That thing was awesome. Yeah, out of everything. Chris Bryant, purple to 99. Becker, Black Christine. There's Orange, rookie, Kyle Muller to 25. Purple, Yvonne Rodriguez. And Yankees, slice of a star, Giorgio Arcella. Bar Muller, grippy, out of the new cut, yeah. Brian Hayes, there's Mookie. Any Steve Balboni hits yet? Not yet, but we have definitive coming up, so maybe we can find us a Balboni in there. Maybe do a lot of Steve Balboni and Pat Bosley or somebody. Francisco Lindore. There's really not a whole lot in these interpacks here. Yeah, sometimes it's gold, but the one case. Otani, that's Cubs, Gold to 50, Ron Santo. Yeah, a little Mackie Sasser. There's base, Vlad Guerrero, Jr. And Reyes. Rookie, Otto Gold, Wander Franco. Nice hit, Cold D, congrats. Awesome, that is 20 of 50. That is a handsome card right there. Nice, congrats Reyes, again, that was Cold D. And Metz, Gold Otto to 50, Marcus Strowman. Two Gold Autos in one box. Rovers Robin Yow, and another Otto. Bonus hit here, that is Angels Rookie Otto Reed Detmers. Great case, we saw that Edgar one-of-one. Just a little bit of go. Paul Goldschmidt Otto. Anytime you pull a Cardinal Otto, you're having a good day. No, he doesn't play baseball, Sean. He's reached a master level where it's not considered playing anymore. Nice job, Wallaby. Typically tapped to you. I don't know, I think with Soto, people are making it. It's been more blame than the Nationals, if you ain't first, you're Joey Allen. There we go, there's Gold Willie, Adamus to 50, Rovers. Ooh, I see nice color coming. This is Philly's Jersey Otto Zach Wheeler. Slice of a star. Here we go, Philly, and Red. Juan Soto, that is five of five. Congrats, Nats, that is Jason S. Awesome card. There you go, Washington. Andy Pettit, purple, purple Pettit. 330 slap hitter that steals 90 bags. Rosarena, I think about the closest we have to that is like Whit Merrifield. William Anderson, Tim Anderson's a little better. Yeah, he's got some pop. Looks like a big average hitter. Merrifield's a good one. Jesse Winker. That was a Jesse Winker card. I wasn't suggesting Jesse Winker was that guy. Long for 80s baseball. There, Judge. Soto, which looks like gray. All right, Mags. Yeah, Brewer's Blue. Lorenzo Cain's 75. And Cardinals, Otto. Paul Gulchman, second Goldie of the case. This is Red's Pure Power Otto Gold, Jesse Winker. That is 50. This is Angels Rookie Orange to 25 Reed Detmer's and Angels Blue to 75, Nolan Ryan. Bass Cedric Mullen's Orioles on the back. Pop Century number three. Seven to go on 2022, Leaf Metal Pop Century. Case number three, Ramon Hittstyle. Two hits per spot, 139.99 per spot. I'm ready to pull a super. It's been, it's been a hot minute to try to pull a super. In fact, the last super I pulled might be Bowman, Jason Dominguez. I don't know if he had a homerun derby, I was, yeah, I don't know if he had a homerun there. That is Gold Ivon Rodriguez Marlins, 50. And Dodgers, Giurziato, Max Muncie. Dodgers, Gold, Hymer Candelario, Tigers, and Purple, Jonathan India. Reds, it's 99. Mason Thompson, Hank Griffey, Birling, Alonzo, Miggy, Mariano Rivera, Christine Borders, that is Gold to 50. Bulls of Taney. There's Wander, rookie insert. It's gonna be a fun hit recap. Still have a couple of boxes to go after this one. Rod Carew, Harme Killebrew, base. D-Backs, Rookie Otto, Logan, or I'm sorry, Tyler Gilbert, Tyler Gilbert. Rookie Blue, down here, Hernandez. Rangers, 75. Sixth O'Sanchez base, it's Cubs. Nick Madrigal, insert, Otto. Not numbered, that's Fresh Faces autograph. And Phillies, Orange, 25. Andrew McCutcheon, nice one, Phillie. The Astros, yeah, let me pull one here. Seven to go on Leaf Metal Pop Century. Case number three, Random Hit Style. I know what your don has to offer, and I think he has the base autograph still. That is Jacob DeGrom, Gold. Nice one, Metz, 50. This is Braves, Jersey Otto, John Smolx. There you go, Atlanta. Nice one, Braves, that's the 99. That is Gold, Hank Aaron. There you go, Atlanta. What are the Braves doing to Mancini? Sosa? They're in trade thoughts, I guess. I don't see why the Orioles would trade, though. Dal Bruhan, why did the, there's Bryce Harper for DH, we're gonna move Alonzo over to DH. Yeah, maybe. Mike Trout. I feel like that trade doesn't really make sense for either side. Ozzie, there's Clemente, Mariano Rivera. All right, so we have Cubs, Blue, Ron Santos, 75. Aaron Ullebais. A's, Otto, Jose Canseco. You go, Oakland, and this is Cubs, Gold, Fergie Jenkins. Who's that? Richard Fryer, Richard's mom. Oh, yeah.  It's like in there. Yeah. That's Reyes, Blue, Randy Rosereyes, 75. And Derek Jeter. You go, Yanks. Last box. We will do a hit recap at the end. Let's finish with a bang here. We have Definitive Baseball up next. We're gonna get into some basketball after that. Seven to go, Leaf Metal Pop Century, Case number three in hit style. Ten to go on Case four. Jose and Ozzie. Wow. Yeah, in the case, and you can just hear it. Yeah, you can tell. Yeah, it is, Natty. All right, there's Ozzie Smith. Purple to 99. Big Mac. And Red Sox, popular demand, dirty jersey auto. Xander Bogarts. That actually looks like it might have been signed or something, I don't know. Not numbered. Nice card, Boston. Purple, rookie, Jarendra Rann to 99. Williams, Juan Soto, Yachty. So if you're watching this over on YouTube, we do have members only chat. It's $1.99 a month allows you to chat when we have members only chat on in YouTube, but it also comes with perks like exclusive discount codes and content. And if you're a member over on YouTube, you can also get access to our Discord. There's Frank Thomas. Ichiro, Mags. We have Blue Lubeb, White Sox, 75. Bass Chipper, White Sox Auto, Eloi Jimenez to 99. Brewers, Orange, Corbin Burns, Bass, Juan Soto. And on the back, Giants, Rookie Auto, Sammy Long. Let's do a recap here. We had Red Sox jersey autos, Xander Bogarts. These are all jersey autos, I think. Braves, John Smoltz to 99. Dodgers, Max Muncie. Phillies, Zach Wheeler. Yankees, Gio Arcello. Reyes, Brandon Lau. Royals, Andrew Benintendi to 99. Red Sox, Rafael Devers. That was pink to 15. Autos, Giants, Sammy Long. White Sox, Eloi Jimenez. A's, Jose Canseco. Cubs, Nick Madrigal. Debacks, Tyler Gilbert. Reds, Gold, Pure Power to 50. Jesse Winker. Cardinals, Paul Goldschmidt. Angels, Reed Detners. Metz, Gold, Marcus Strohman. Rangers, Gold, Pure Power, Adolis Garcia. Yankees, Don Mattingly. White Sox, Tim Anderson. Brewers, Freddie Peralta. Cardinals, Pure Power, Paul Goldschmidt. That is Cubs to 99. Andre Dawson. One of one, Edgar Martinez. Mariners. And Reyes, Rookie, Gold, Auto to 50. Wander Franco. Awesome hit. And we had Nationals, Red, Parallel. Juan Soto, that was five of five. Good stuff, that'll do it for the break. Thank you everybody, appreciate it. We have definitive coming up next.


So you have not the first time we've said this under your tenure, but a great occasion this Sunday to look forward to big crowd Hopefully in the stadium Yorkshire Derby the Sky Sports cameras there as we say a lot to look forward to this weekend Yeah, great games to look forward to And the Yorkshire Derby Derbies have always created tremendous atmospheres and You know, we're really looking forward to it. I think all the players have Look good this week in training, you know, there's this competition because everyone wants to play in every game, but I think in particular A game of this stature. It must be nice to Silly as it may seem nice to be at home as well Obviously three of the last four games have been away from home obviously as we say should be good crowd in the stadium Nice to be on home side. Yeah, it's always good to come back and I'm sore left a good away results and Got the win at Oldham which Delighted with and then we followed that up last week at Fleetwood. We've got the point should have been three But four points from the two away games is a good return and it sets the occasion up well for us this weekend Unfortunately, though, it seems Josh Morris won't be Available to a Sun Sun. He's seems to suffered an injury of an awkward fall towards the end of the Fleetwood game last Saturday Yeah, it's just a tackle towards the end of the game and he finished the game Which is a good sign But he's made his major living up slightly and now we're near as bad as what Billy Clark has done But he's gonna keep me out for probably three weeks and that's a setback for him and for us because he was playing really well but it opens a place up for somebody else in the squad and we've got plenty of options to choose from and I could say we're pleased with the strength in depth and Throughout the course of season you've got to accept you're gonna get injuries and You know stealing with those when you get


For the past few weeks, International Atomic Energy Agency has been actively working to ensure the safety and security of all nuclear installations in Ukraine during these traumatic and unique circumstances, where major nuclear facilities are operating in an armed conflict zone. I remain gravely concerned about the safety and security of nuclear facilities in Ukraine. We have been and will remain in close and continuing contact with the Ukrainian government, the state nuclear regulatory inspectorate of Ukraine, and the nuclear operator Energoatom. We have also been publishing daily updates with validated technical information about the situation on the ground to keep the global community informed, and we will continue to do so. As I have stated many times, there is an urgent need to conclude an agreed framework to preserve nuclear safety and security in Ukraine by establishing a clear commitment to observe and respect the seven indispensable pillars for ensuring nuclear safety and security. I have personally expressed my readiness to immediately come to Ukraine to conclude such an agreement, which would include substantial assistance and support measures, including onsite presence of IAEA experts at different facilities in Ukraine, as well as the delivery of vital safety equipment. This agreed framework will also help create the conditions for the IAEA to carry out safeguards verification activities. Intensive consultations have been ongoing for many days now, but a positive outcome still eludes us. Despite this, the distressing situation continues, and the need to prevent a nuclear accident becomes more pressing with each day that passes. I want to thank the United Nations Secretariat and the many governments that from the highest levels have expressed support for my initiative and the efforts of the IAEA. I reiterate today that the IAEA is ready and is able to deploy immediately and provide indispensable assistance for ensuring nuclear safety and security in Ukraine. This assistance is essential to help avert the real risk of a severe nuclear accident that could threaten public health and the environment in Ukraine and beyond. I hope to be able to conclude this agreed framework without further delay. We cannot afford to lose any more time. We need to act now.