All right, we are live for the insurance marketing masterclass. I'm Cody Askins. I'm Landon McCarter. And we are here to talk about marketing. What better dude to talk about it than my good buddy Landon? Hey, I'm honored to be here, man. Share a webinar with this genius celebrity over here. Dude, we need to be doing this more often, man. I like it. You know? We've been getting a ton of questions. For those that are joining, OK, thank you for being a part of this. We're going to spend about 40, 45 minutes going over several different things. Landon's going to be covering a lot of different pieces. What can they expect to learn over this next little bit? Well, hey, I'll make it really easy for you. We want inbound, high quality, high buyer intent leads. There's two main ways to do that right now, and I'm going to cover both those ways. One's going to be a long-term strategy. One's going to be a short-term strategy and we're going to knock it out. Awesome. I love it. So again, thank you for being here. We're going to be talking about, this is a marketing, insurance marketing masterclass. We're going to be talking about short-term. How to get short-term lead flow? How to consistently get it? How to get it so it doesn't suck? Also, how to get long-term lead flow so that you're able to get that forever, as they say, on... Sandlot. Sandlot. That's the movie. I was like, what was that? Sandlot. And then also, we're going to cover the actual brand new marketing automation software that we have created in-house that is unfreakin' believable that you can use to increase your closing rate by upwards of 8%, possibly even higher, of JB, increased his closing rate using Samsung. He increases overall closing rate of his Medicare leads selling over the phone from 6% all the way up to 14% by simply taking his lead flow and putting it in this automation software. Is it magic that ended up at 8% exactly? Yeah, exactly. Yeah, which is kind of crazy, right? I'm wearing my 8% polo. I got the 8% conference, 92% of agents fail, and this thing increases you by 8%. There we go. 8% is not a small number. No, it's really not. If you look at the overall budget lead flow, money that's spent 8% in terms of revenue commission to the company is a lot of freaking money. It could make your lead buy or your marketing budget profitable or not based on that little thin margin. So you're going to get started with this party? Or what do you want? Let's do it. So again, appreciate you being here. We're going to be very quick. We're going to jump into these specific strategies. Landon's a freak. For those that don't know Landon, he's been in the marketing industry forever. Absolute machine. The brightest mind in the insurance marketing. And he's going to cover specific things. Also, as we go through this, please, if you have questions, please throw them in. And at the end, we'll probably give you a chance for like, we'll probably throw in a free bonus at the end for those that stick around. Again, so appreciate you being here. Take it away, bro.  So the only way in the insurance world to sell more is to do what?  That's it, man, right? That's it, two more people. So how do you get in front of more people? Well, you've got to market. You've got to market smart. You've got to market effectively. Now, at this day and age, there's a lot, a lot, a lot of people that are really pretending that they know what they're doing. When really they have no real experience. They just have a MacBook and a dream and they're now a lead vendor. And a garage.  It's like, that's not how it works. We're all using Facebook. Let's just talk about this whole deal in terms of lead flow, growing our overall lead flow and making sure they're capitalizing on those leads that are getting in the house. I'm going to probably talk about Medicare a lot, if that's okay, just because we're coming into AEP, totally, but this is also very applicable to life, final expense, mortgage protection, whatever. So if you hear me hammering on Medicare, it's just because it's an easier example through some of my examples, also AEP's coming up.  I know for a fact that this year's AEP is going to be really massive. From our Medicare clients, like everyone's like gearing up for big, big, big increases. I know people that are prepping for like thousands of apps this year with not even huge offices. Yeah, well, it's a marketing budgets of hundreds of thousands of dollars over the freaking six weeks. Yeah, that's true. So what I'm going to do is I'm going to cover two main things. The first thing I want to cover is how to get leads today and tomorrow. I'm going to kind of cover what that looks like, how to actually look. I need leads on the third week of August and I need the X amount of leads per day, X amount of leads per week and I need to be able to have a controllable lead flow and then I'm going to get into how to build a actual system that's going to be creating through a website on inbound organic leads that are going to come in automatically as well. But that takes time. You can't control that. So I'm going to get into the short term first. Let's do it. I love it, I love it. So what I'm going to do, how do I share my screen here, buddy? Click here. And I think we're probably sharing. Let's see here. Boom. Sharing main screen. All right. Okay, great. Awesome. So what I'm going to do is I'm going to cover, let's see here, let's see here. All right. Let me go right here and let me click on dashboard. Okay. So here is what I want to try to explain is that there is sort of a new era that is coming about in the digital marketing space. And that is the days of generating a Facebook lead and dropping that lead into a spreadsheet and then getting that lead worked on a spreadsheet. In my opinion, this is somewhat old news. What I mean by that is you really, some of these Facebook leads, they're becoming inundated with a lot of messages. And so a lot of these people are kind of falling into our funnels somewhat on accident somewhat. So in my opinion, a necessary step of actually getting an organic, I'm sorry, a consistently flow of social is to build the social ads and then drop them into what's called like an automation platform. So what do you know so far about an automation platform? Yeah. I know that there's a bajillion choices out there. I know that for me and our audience, I know that they like something simple that works. And so really what we've created and what we're working with, what agents are using now is able to follow up on their behalf, which is huge because as we all know, those first 72 hours, crucial, gonna be texting, calling, emailing, and this thing we've in doorknock, we're just kidding. What's your recommended touch point system? It's 12 touches in the first 72 hours, six calls, three texts, three emails. Okay, so you're the insurance agent of two of us on the marketer. So if you're gonna need an aggressive amount of leads to grow your AAP this year or grow your book of business, how many leads a week are you gonna need? Oh gosh, I would say, I mean, at least 30. Yeah, I feel like a local dude. I'd say 30 to 60.  There's only 720 touches inside of the first 72 hours. So 10 per hour. That's no big deal, you know? I mean, if you don't sleep. Exactly, the point I'm trying to make is, is that in order to really effectively work a lead, you really need to be touching 12 times 72 hours. Well, a lot of those touches, if you think about it, are really like the same thing over and over again, right? So what automation is built to do is it's built to generate the lead and then within seconds, that lead is then texted, emailed, and then we actually even make the phone call and try and connect the agent with the lead. We can do that as well. Yep, so that person comes in. Well, that's what's freaking crazy, dude, is I remember like, feeling like I needed to call a lead inside the first 60 seconds, but I was, you know, I was driving or I was, you know, I was moving around or I forgot or I was eating lunch, but this system will actually, when a new, and correct me if I'm wrong, when a new lead comes in, this system will actually call you. Yes. So you answer and it connects you. Connects you to the client. Yes, connects you to the client. So we basically just have to answer your phone on that situation, right? Sucks. It's so horrible. But no, speed to lead is incredibly important, but those that aren't gonna be able, if you, if they're not able to answer, it'll do a voicemail job for you, but also, you know, it's gonna automatic text and email and try and get that initial engagement. Okay, so what that means is, whenever someone gets like, what we'll do is we'll set up an automation that'll be something like, hey, there might be discounts available in your area to see if you qualify, just respond through zip code. This is after they've already opted into one of our leads. Well, that leads coming out automatically. So what that person will do is respond through zip code. So let me ask you this, is it more effective to call the person that filled out a lead and didn't give you their zip code or filled out a lead and also gave their zip code immediately? Yeah. You wanna basically call that person that's engaged. So what'll end up happening is, is that engagement will start to like, identify the high priority leads so you can make sure that you're not spending a lot of your time, you know, cold calling, which you need to be doing also, but there's like a, almost like the cream rises to the top with the automations. Yes. So what the automations are built to do is really just, you immediately call, immediately text, immediately email, and then try and get them to do one of two things. Get an inbound call to us, right? We want an inbound call. We also want them to get a calendar like scheduled, like a booking schedule, right? So basically that lead is generated within 60 seconds, all those automations are firing off. We also have in the 72 hours, I think it's about six to eight touches depending on which automation we're doing that are touching of those 72, you still wanna have to get on the phone and try and call those leads and try and push them, you know, through the system as well, if you're really aggressive, but that makes it so much easier to hit those 12 touch points. It's trying, the automation tool is actually trying to book appointments for you. Yes, and get inbound calls. And get inbound calls for you, and move them through the stages and pipelines, which you're gonna show in a second. And then also, if they miss, I think it can even try to rebook them. Okay. If they miss the appointment. Which is freaking nuts. Basically, you'll find... It's a virtual assistant. Well, a lot of year, that's what we call Samson, it's a little robot, you know? Like if you look at the corner of Samson, we created the little robots, basically a little assistant, that's awesome. But, you know, that right there is, you should be able to get your leads effectively, consistently into the system and then allow this to help with your initial touch points. And then as long as you hustle, you're gonna work those leads additionally to what we're getting as well, you should be able to, you know, that will increase your close rate. So, you know, one of the things I wanna kinda walk you through real quick is, here's an example. So this is like an overview, this makes it, this shows you like a good understanding of what your close rate is, how many leads you have in the system, and then we can assign pipeline value if you want. This number is pretty arbitrary because it's not like an actual sale or place premium or whatever, but it's just almost like an identified amount per pipeline. So then what we're trying to do is, there's a section right here where you can actually, this is where the texts and emails and the phone calls come. So you actually see all the texts. Yeah, so if you look at, this is when we actually made the call, this is, you know, it's basically a history of the actual client. So you can actually respond by text or by email within the system itself, and it has like a big old list of all the interactions that you have with the client. So really all that we're trying to do though on this is to push them towards a meeting, really, is what we're trying to do. We're trying to automate the beginning portion of getting the initial interaction, the contact rate up so that we can then go sell Homer Simpson. Did we close Homer? We didn't buy close Homer Simpson. So basically that's what this is for. So essentially this is the interface that shows you how to, it'll track all the different. If they book an appointment, it'll say appointment booked, but at any time you're also gonna wanna make sure you call and confirm that appointment. So they're booking, it's automatically going out to confirm that they actually did it together and they're reconfirming, they're just double valid, they're booking. So then here's like a bigger picture, right? So the bigger picture is, is every time you get a new lead, the automations are moving to push this lead over, over all the way to application pending, right? That's the whole point. This is crazy. The whole point is to generate the lead right here and then automations are trying to get it to a hot lead. Now a hot lead is identified as an individual that's responded to our automations. So you know that like if you have 50 new leads and like four hot leads, who do you think you're gonna call first? Yes, no, okay. So you call the hot leads or you respond hot leads, not to mention these automations the text messages are gonna come right away, et cetera. So then you're gonna try and get them to appointment book. So if you happen to manually talk to Jamie Brown and have booked the appointment, you just drag it over here to appointment book. Every time a lead changes dispositions, it's gonna set up a new set of automations that are gonna be able to try and make sure that they don't miss their appointment, et cetera. So all we're trying to do is go all the way over here to the right to the sale mate. It's really that simple, right? Unbelievable. Now this beats the heck out of a spreadsheet, right? Yeah. Just a little bit. Just a little bit.  That's not really gonna help you overall, right? You're gonna, how are you gonna be able to track that? You don't want to track an ROI and all that. Like I love that when you concern to do that inside this system. So what you wanna do is you wanna kind of this, you wanna put all your leads into one system. So if you have other lead sources, you can drop your leads into this as well and kick off automations as well. So I mean, really honestly guys, like this is pretty much like what, you know, it'll even show you like when your calendars are booked and you can, I mean, it's just, it's all in one system. Now, this isn't like what I would consider like a full customer relationship management system. We call it a CRM.  It could if you're new, but this is really built to manage your lead flow, make sure you're not missing leads and making a lot of money. Get them to a sell. Exactly. And so in terms of getting the leads in, if you want to, you can have your own lead source, put them in, you can hire us to help you with your lead source. You can do your own Facebook leads and drop them in here. It doesn't really matter. There's a million different ways to do this thing. Well, it's really cool. Melissa, thank you for chiming in. Appreciate it. We're gonna try to notice some of the comments and questions as we go. She says, I love the sound of this system. That's awesome. Thank you, Melissa. Yeah. Well, we're just trying to make it easier on agents. Like our mission statement is to help every insurance agent in the world. Apercent Nation brand is built around getting people out of that 92% of insurance agents that fail and get them in the 8%. And I can tell you right now that insurance agents in general, we don't wanna make those 12 touch points in 72 hours. That's not the most fun part of it. There's a lot of freaking work. Okay. So let's just automate a lot of the stuff that can be automated and move on. So, you know, I wanna kind of wrap a bow on that before I get into some long-term stuff. What did I miss, dude? You're the Mr. Insurance Agent in 2017, you're in your first year. What would you have done with this system? Your cold door knocked and cold called. So I don't know what, I mean, I would have made like 12 million. I mean, I think the coolest part is like, just to recap a little bit, seeing the pipeline, the automation software can actually move them through the pipeline for you if they interact with it. The automatic text emails, you know what's actually one of my favorite things, there's two of my favorite things. Number one, it'll call me when a lead comes in. I'm like, that's the first thing. The second piece I love is that I can actually go in the system, see the conversations that have been had for two with the client on my behalf and go respond to them within the system. That's actually one of my favorite parts because there's a lot of stuff out there where you think texts are going out, but you can't see them. And a lot of times you can't even see it if the customer responds. Well, what good does it do if you text them and they respond to you with a question and you don't know that they texted you back, they're gonna think you're not a professional because you didn't respond, I love that. Well, and also too, there's a lot of people are doing, and we were ones that did it as well. We had an email system that helped a lot of emails. We had a text message system that helped a lot of text and then we had like Calendary that helped with the calendar.  So we're like, you know what, these all be integrated and so that's what this is right here. So you don't have to have the $50 a month text message program. You don't have to have the $100 or whatever it is for the emails. You don't have to have the $99 Calendary Pro or whatever this system can do all of that for you. Which is amazing. Before you move to long-term, I wanna let you guys know that the bonus I wanna throw in is to give you a free strategy call to discuss this system, to give you an extra free demo of the system and see if it would be a good fit in your organization and let you know how much it costs totally for free. So you can click on the link in chat, secureagentmarketing.com slash Samson to go ahead and fill that out to make sure that you get contacted tomorrow for your free strategy calls. I just wanna make sure we didn't forget that. Right on. So, you know, have I covered adequately like the short-term strategy? Yeah.   And unfortunately, Facebook right now is just beating Google and YouTube overall. Unless you have a massive, massive budget, I'm gonna say massive, I mean like 30 grand a month, like at least for these big call center guys. Google is just not winning from a return on ad spend level, a cost per lead level. Facebook is winning right now, especially on the turning 65, you know, senior market, et cetera. So right now that's the platform that we are living in. So not only, but like I would just recommend that as your lead source right now, although we can do Google and YouTube if you have a bigger budget too. But anyways, basically you gotta drive the leads and then you drive leads into the system and help the automations make those touchpoints for you and then close the deals and then move on. What do you think, man? Should we move on to long-term? I think that's great buddy, I love it. So one of the things that I wanted to cover as well, you make sure that I've got, yeah, okay. So here's what I'm gonna do is, is I am going to show you guys a couple of things. I'm gonna also go to, is it okay to pull up? Remember Benefense you think, Julie is one of ours? Sure, you just go to Bobby Brock. Okay, so everybody knows Justin Brock. Justin Brock in the Medicare space is really just killing it. So we built this site and what I'm gonna cover right now is long-term inbound lead flow from a content marketing perspective. So would you agree with the statement that people work with people that educate them? Totally. Okay, so where are people getting educated now? Online. On Google. So let me ask anybody that's in the Medicare space right now for instance. Well, and this is true by the way and the people watching can attest to this because they probably learned about us because of YouTube. That's true. Or Google first, you know what I mean? Well, that's a good point. We had whatever, hundreds of registrations for this particular webinar and we spent zero dollars. Yeah. So market it because of our on, just because the organic monster that we've created. That's right. Are you linking the chat? No, yeah. All right. You got a question come in. So, okay, so what I wanna cover now really quick is I wanna show you guys how this is the most important part in my opinion of insurance marketing because one of my pet peeves of like the industry right now, the insurance industry is people think that insurance marketing is either social leads or direct mail leads and that's not insurance marketing. That's just getting a lead flow going, okay? What's most important in my opinion moving forward is people are gonna work with people that educate them and people are going to have a very easy time doing business with the person that actually educates them. Well, how do you actually educate them? Well, one of the things I wanted to pull up is online is where these people are getting their information.  Would you agree? Okay, so you were on the clock five years ago. A Medicare sale was like extremely elementary in the initial parts of the conversation because they were just like, hey, I think I need Medicare. I got some direct mail pieces. I need help, what do I do? But now it's like, hey, I've done some research. I think I need Part D and I don't know what's going on and they're like throwing out terms because they've already done some research. Well, they're doing this research online. So one of the facts that people need to understand is that like a Medicare for instance or even final expense, a website set up the correct way will get you a lot of inbound lead flow. It is not that hard to do and so what I'm gonna do is I'm gonna show you an example. Yeah, and for those that are like, yeah, I'm a little bit skeptical of the fact that I can get hundreds of leads for free long term. It's like, well, we get, I think last month we had 805 just show interest in marketing alone in June or July through the website. Through the website, through content marketing, through YouTube, through video content, et cetera. Yeah, I mean, it's so true. So I'll show you a website that's working. We obviously built this website for Justin and walked him through everything that has to do with this. So what'll happen is is these individuals will educate themselves on this actual, let's just go for instance, Medicare supplements. Let's just say that someone's interested in Plan B. So what'll happen is is what I'm gonna show you guys is how to set up what's called a structure, a foundational content structure that will be found on Google. Google is looking for local Medicare authorities and in particular market. They would rather send a individual in Springfield, Missouri to a local Springfield, Missouri Medicare shop. And we can do that by setting up our Google Maps and all this other stuff that we can do online. But I wanna be more, I wanna be clear on how we actually accomplish this. So this is what I would call like a foundational page. So what this is, is if you look at this site, you're gonna see all the foundational pages that we've created.  Well, exactly. So like what'll happen? Like even if you get out of Medicare by state. This took a few months, I'm assuming at least. So we even have like all the states built out, everything, right? So you see it in the visual page. So this is getting literally hundreds of weeks a month for Justin. Now, do you think it's search engine optimization? Do you think a lead that comes from Google that says how do I apply for Medicare is better than a Facebook lead?   Now it takes time to get here. And you have to actually build this thing out and take some budget to get theirs. But this is, so this is like for the, I would say the serious people, like the heavy hitters that are, have some budget in our thinking long term and not just interested in the short term lead flow because that is social, like for sure. If you wanna invest in your business and grow this is how you do it. So I wanna kind of walk you through how we do that. Okay, so whenever Google, let me close this. So this is just a very basic, I typed this up before the meeting. This is just an example of like a, what's called a sitemap. Have you heard of sitemap? So basically what a sitemap is, is in Google actually recognizes this as a sitemap as well. We actually have to give this to Google and say, here's what our website's about. So what'll happen is, is this is, each one of these pages or boxes represents an actual page on the website. So parts of Medicare, A, B, C, D would be an example. Now, obviously when you look at just a Brock site it's much more built out. But Medicare enrollment periods costs of Medicare, how to choose a Medicare plan. Why do you think we chose these four pages as foundation pages, dude? Mm, popular. Exactly, that's what's being searched on Google in their particular area. So we can go into Google and look at what keywords are being searched in their particular area and go build foundational pages directly around those. So, but it's like parts of Medicare, here's an example as well. And then Medicare sub and you got, play in comparison and A through N. This is just an example. So this website has one, two, three, four, five, six, seven, eight, nine, 10, 11, 12, 13. You get the idea, I think it's like 20 pages of actual content. Now, this is what I would call foundational content. So if you look at Justin's site, where did I go? How do I get up to your browser? Oh, there it is. All right, so if you look at this site, you've got, these are what are called our foundational pages, right? So that's what I'm showing you on the Sidemap. But if you go look at what's called supplemental content, you've always, we've all heard that blogging is really important, right? Yes. Why is blogging important? I mean, the reason blogging is important is because Google doesn't care whose website that they show. They only care that their website gets answers to the person that searches questions. So basically, if I'm going to Google and I'm typing in a keyword of parts of Medicare or how do I enroll in Medicare, Google is only interested in showing the websites that are most relevant to that search. You show Google that you want to be relevant for those keywords by creating content. Does that make sense? Yep. So now you can also blog the wrong way though. You can create a bunch of content that isn't connected to the right foundational pages and end up not really even like getting anywhere because you're not doing it the right way. So it takes a strategic structure, but I just want to kind of show you the broad overview that this is how you do it. And this is like what you need to be working towards as you start to build a site. So this is an example of a blog post that then goes back to parts of Medicare. So what happened is I just went from my blog post, right, to my foundational page that it connects to.  And so Google says, okay, this person's looking for a keyword that's relevant to Medigap Plan B. This website has one page all dedicated to Medigap Plan B along with a video about that. And it's got 30 blog posts that are relevant to Medicare Part B as well that are all connected to this page. This website, not only is it about Medicare, it has 31 pages of content relevant to Medicare Plan B. This is the most authoritative site on Google. They're number one, everyone else is four. Does that make sense? Yeah, that's awesome. So that's all you're doing really with the website. So basically what you're wanting to do accomplish with the website is all this content has to be unique and custom written. The way we build sites and the way we recommend you would build a site is just build a WordPress site. Use a page builder on that so you can make the pages easy, create a site map, create the different sections of authority that you want to be found and then just create the contents to have the site. Now, if you need help doing this, obviously we're a web design company that will help you with that. But if this is something that you need to be doing whether you hire us to do it or not, and there is hundreds and hundreds and thousands of people that are looking for these keywords in a particular area. If you ever wanted to get on the call with us, I could show you that search traffic in your particular area if you want, that's awesome. Does that make sense? What am I missing? You're the insurance guy, catch me up, man. Dude, I think this is phenomenal. I think that a lot of people in our industry think very short term. They think, like you said earlier, they think today, they think tomorrow, but they don't think five years from now, 10 years from now, a lot of agents. I mean, yeah, the average age is 59 and a half, but a lot of newer agents and younger agents are getting into the business. Well, if I'm 35, I'll be at this internship for another 20, 30 years, at least. Why wouldn't I be wanting in two years or three years to be the thought leader in the space so that I'm not having to pay for leads anymore? It's just, Justin said, I'm sorry, I have to ask, but how tall is Landon? I'm six, nine, bro. Dude, he makes me look tiny. He's like, Cody's five, four. No, I'm six, one, but yeah, he's six, nine. That's awesome, that's good. How do you know how tall I am? Does my arms? Well, dude, you could just tell, dude.  I haven't been asked that on the webinar before. No, but that's, you know, in person, you get asked a lot, but through chat and webinars, there we go. There we go, Justin, thanks bro. You're lighting it up a little bit, there we go, no doubt. I think what you really did is short-term, long-term, the importance of both in a simple, not crazy way, in a class format in under 30 minutes, like, you know what I mean? And this is what people need, and a lot of people would have charged for what he just did. And you paid 10 grand just in one occasion to learn some of this a decade ago. Yeah, I was actually, yeah, eight years ago. I paid 10 grand to go down to Dallas to learn SEO. I spent, let's see, eight hours, eight hour classes, five days a week. And I came back here, so it was so funny too, because I'm like an entrepreneur, I like a lot of you guys are. And I remember sitting there, which it was driving me crazy. That whole, like, classroom setting was nuts for me. But at the end of the day, oh, no, no, no, it would not work. So, but at the end of the last day, I'm like, okay, wait a minute. I'm like, so wait, all you gotta do is this, and then this, and then this, and then this. And she's like, yeah, that's pretty much it. And I'm like, well, frickin', what the heck did we do 40 hours of training for?  Like, I don't even need any of that. Like, I get it, you know, I get it. So what we do is, you know, we have this month, dude, we produced 390 pages of content, of unique content. We still have 270 website pages. We're building the internet, if you would say, of just, you know, insurance type keywords, and websites, et cetera. But what I find a lot of times is that people don't, they don't think it's possible to compete with the big guys online. And that's just not true. Like, especially if you're in a smaller market, you can win very easily, because there's what's called like, geo tags on the actual, I don't want to get too far into the weeds here, but you can tell Google that you are in, you know, whatever, Springfield, Missouri, and I am a Medicare authority in Springfield, Missouri, and you can fill out your content in geo tag, all of your content relevant to Springfield, Missouri, and you will rank in Springfield, Missouri. And so a lot of people are like, well, I can't do the online things. I can't compete with the big dogs. Well, you actually can. And you'll find that your overall, your organic traffic will increase, and bound leads will increase. So if you had, like in my recommendation, let's just say you wanted to go heavy handed into digital marketing, and let's just say we're not talking about AEP. So if you wanted to get going, you would want to allocate some sort of a budget of that budget. You want to allocate short-term lead flow versus long-term lead flow. Yeah. The more you invest in the long-term, the more your return on investments going to be later, the more you invest in short-term kind of helps you get the wheels moving. So I know a lot of people, like a good recommended budget that I would say is $2,300 a month, and that sounds like a ton. It's not a ton. That's like 20 leads a week buying from vendors. You know what I mean? That could be reallocated appropriately.  So that's an example budget. Now we have clients that spend $2,300 a day, and we have clients that spend 750 a month, and we have clients that buy leads and whatever. So we can do all of those different things. But my recommendation, if you want to get like after it, it's a $2,300 a month budget. The reason I come up with $2,300 is because that'll give you $1,500 of short-term lead flow. It'll get you Samson integrated, all of that, and then it'll get you an ongoing content marketing strategy. So if you can buy it off 2,300 a month along with getting, if you could commit yourself to doing videos once a week, once every couple of weeks, that's all you need to do, man. And so what we can serve as an agency is to kind of help create that. We can kind of say, this is North. This is how you need to go. That's how you need to walk. And we could take your video, that actually the guy right sitting next to me right here is our videographer. He's waving, but he can't see you. And he's going like this. You'll still talk to him soon if you call him. And he can help structure the videos, edit the videos, put them on YouTube, tag the videos, just get everything moving the right way. But this is something we're really passionate about. Really love it for people. And we also have clients that spend as little as $700 a month in general. So it's like anywhere from $700 to $70,000 or more. So it's really for any budget, we can work with any budget and work with you. If you're buying leads ever per month, we can improve the way that you're doing it, probably give you double the lead flow for the same amount of money by structuring it differently because we try not to be a vendor as much anymore as we try to be an agency. Yeah, and there is some people that need leads. And so if you need leads, let's just give you some leads, that's fine. But if you have a budget for consistent lead flow, then you should be talking about what we do. But also, we're getting some questions here. Can you use this site other than with Medicare, how much is the cost to get your help? Yeah, so it just depends. Johnny, I would just say just go to Samsung, just follow the lead form and we'll just talk, have a personal conversation without getting into an actual price. Because it's all dependent on what you want us to do. Because if you, we have small entry level things, we've got bigger, heavy handed, like get things moving type of products. We've got some clients that like we're flying up to Omaha here in a little while to go talk to somebody about a master budget, but that doesn't mean that everybody has to come in with that. So, that's right. So yeah, so, and we're also getting a lot of like, other sort of budget questions. You don't need $2,300 to like do Mark. No, we're just recommending that as like a healthy budget. Yeah, and for those who are like, dude, what do I do now? What do I do next? Well, I would click on the link in chat or go to, as you can see it right here, securagenutting.com. Click on Samson right here in the menu or go to securagenutting.com slash Samson. And you can learn more about the automation platform that we gave you a demo literally of this complete software and you can go to our website and actually schedule a free strategy call. Tell us what you want help with, what you have questions with or if you have questions at all and we will reach out and actually discuss this to see how it can benefit you, how much it costs, if you wanna do marketing with it and what that looks like. And it's all totally free to have conversations as is the webinar, you know. Yeah, and just so you guys know, we are so all in on this that like, as you get to know us and I'm sure you guys watch our YouTube channels and other things, like our entire business is built around doing what I'm recommending you to do. So like, as you guys fill out these leads those leads are going into like our team, is then understanding what's going on and then, you know, we have this whole system built out and one of the things that, you know, you can count on is we're not, we're certainly not telling you to do something that we're not all on ourselves. It's like a good grief. Like between our two brands, we probably spend $30,000 a month on marketing, content, marketing, content creation. Depends on, it depends on what you wanna put in that basket. I just upped it recently on both sides.  Like, I got my degree in marketing and what it used to be was like, you know, go heavy handed all in on radio or all in on TV and just dominate the market and get the mind share of the individual, blah, blah, blah. I knew people that were spending like a million dollars a year on marketing, I'm sorry, a million dollars a year on TV and they were building their business that way. The problem is, is that now buying decisions are made after education in my opinion. You don't need, I don't need to know. There's so much opportunity to find someone to help you that you don't need to be like, oh, I needed like something from that guy and he's the only guy that I know in the industry that can give me that something to call him. Now it's like, no, no, no, I got 10 people to choose from. Who's doing the best to educate me on what's going on and they're gonna get the first whack of my business. You know what I'm saying? So, especially with like life and final expense and some other things as well. So, and yes, this does work for final expense, for term, for life, for annuities, for IUL, for all of that. The idea with the website and social also, but really mostly the website, is that even the organic lead flow is like the icing on top. Although that's important and pays for the whole thing. You're also building an asset. So if you have other, like if someone's referring you to, if you do business with them and they're referring you, they're gonna give you like the website to check out.  I care about educating you. I want to help you be successful. So, you're not just creating inbound lead flow online. You're also building an asset for your brand that's gonna help your business as well. Like, yeah, so it's a better investment than short-term lead flow, but short-term lead flow is necessary a lot of times to get nearer. Which had a question about, will all this work for health insurance? And absolutely will. We are actually starting to totally dominate the under age 65 health insurance market with all these new crazy quizzes and landing pages and everything else. It's surprising me, it's real really well. Under 65 health is actually like killing it because we've identified a way, especially if you can write business across the country. So if you can write business forever, like we trust you fill out this form. We can talk about it. It'll be interesting. Even if you don't want to write on exchange plans and you're like, hey, I want to write short-term medical or other health insurance plans. We can target sub-employed business owners, et cetera and get you those type of deals. So the moral of the story is when it comes to insurance marketing, we have an answer. Yeah, yeah, and we'll end with this because we said 40 minutes. Guys, insurance marketing is so niched. Like it is its own animal. So before I worked with Cody 14 months ago, I owned a digital marketing agency that had no specialty. I had the car lot, the chiropractor, the dentist and everything in between. And I used to tell Cody, like, I'm never going to get the insurance marketing and I helped him with his ad words and some other things. But it was never, that's how we met was I was working with him on his ad word stuff because I owned a local agency. And then I, but then once he kind of opened my eyes, he's like, dude, if we got into this insurance space, we could like really win. And I'm like, so I started to learn what's going on. And then I dove in over the last 14 months, I took all my general digital marketing strategy and now I only apply to insurance. And I cannot tell you how niche this business is. We'll even talk to our, we'll even talk to our Facebook rep. And our Facebook rep is like, you need to probably start your campaigns this way or that way. We're like, no, no, no, it's not going to work. We've already been down that road. Like, you know, like we're telling, cause Facebook's trying to take general practices and apply it to insurance. And it's just not the same I'm telling you. It doesn't work. It does not work. So moral of the story, Landon is a marketing freak. Oh, and Cody is also a marketing freak. And we have our powers combined. Well, we are a capital plan. Let me throw 55 team members, you know, on the team to help with clients, you know, it's big. Yeah. So let me just read this question. Education is key. I always tell clients that there's one thing to have in insurance. It's another to know how to use it. I'm here to educate and help you make the informed decision. See, that's exactly right. So if your brand isn't like, if you need to say that every time for someone to like make that relevant to your brand, then you need a bigger website to be able to like educate. Like, yeah, that should come across in all things that you do. Your website is how people are going to accomplish that.  Those days are over. They're just, they're there, but they don't. It might be a URL, you can put in a business card, but it's not gonna get found ever. It's not gonna communicate what you're talking about. Yeah. I love it, John. That's awesome, buddy. That's good, man. We need more people like that in the insurance industry. Seriously. All right, 40 minutes, insurance marketing masterclass. Do us a favor, okay? I'm gonna put the link in chat again. Go to SecureAgentMarketing.com forward slash Samson to actually schedule a book, a free strategy call. I want to get to know you. I'm hoping that when you do insurance marketing or you've tried to find a marketing automation software that we will be the solution because I promise you when it comes to insurance marketing we are absolutely dominating in the space and I would absolutely love to do business with you. Yes, and if you're not ready to like do business or whatever, there's a good discussion going on on Facebook. We have a Facebook group called Advanced Insurance Marketing, AIM. Go find that, I'll let you in. We'll have a discussion there. We can kind of talk. Maybe you're not ready to kind of bite it off. Also, check out our YouTube channels with SecureAgentMarketing and also Cody Askins YouTube channel, which is most likely how you found about us anyways. We are looking to educate you as well. I love it, all right? Awesome, appreciate you guys for being on. Thank you so much. Definitely grab your free strategy call. Do not forget about it. Thank you so much for being on tonight. Have a great rest of your week. Boom, baby. Talk to Samson. Hey, you love this and you're like, dude, what are the mistakes that I don't want to make and how do I avoid them, all right? I'm going to go over this top six mistakes agents make and how you can avoid making them right here. Click on that video. See you later. Hey, six mistakes. Six mistakes that a lot of agents make. I wonder if you're making them and how to avoid them. So I'm going to start out by letting you.


And welcome to the Donahue Group. We're so glad you could join us for a half an hour of conversation and just maybe a little bit of controversy about issues that affect us as citizens of this wonderful county and state and even the nation from time to time. Joining me today, Cal Potter, former state senator and assistant superintendent with the Department of Public Instruction for Library Services. Cal always gets the award for the longest title. Poor Tom Paneski, just a mere professor of mathematics at UW, Sheboygan. Ken Risto, a mere social studies teacher and some sort of mid-level bureaucrat in the Sheboygan area school district. I'm Mary Lynn Donahue and the host of this cheerful group. We're here, boy in the thick of winter, it certainly feels that way. And the election season for nonpartisan elections in April are in full swing. And again, at least in the city of Sheboygan, there are lots and lots of contested races. And the headlines today, just to date when we're taping are that Alderman Dan, former Alderman Dan Berg has withdrawn from the 5th district race, where 4th, sorry, where he was taking on Jim Groff and Joe Heidemann. So that race will be a little easier. I think Mr. Berg cited reasons of health and other reasons and he said I've come to the conclusion that because of the differences on the council I would be a little help to my constituents. So just right out there. Can anybody decipher that for me? I'm not 100% sure. I'll represent my constituents fully, I would think. I moderated the forum and he wanted to make a statement up front and I knew exactly what he was going to say. He mentioned that he was going to withdraw. And in his statement he also said it's been very difficult on him and his wife lately that he had been getting some difficult phone calls and that he can't win. And he says between that and the fact that there's another candidate in the race and he did endorse Mr. Heidemann in the conclusion of his statement, his withdrawal statement. So a combination of things, the press did not cover the fact that he was disheartened by some of the feedback that had been coming his way when he entered the race. Now who, where that's coming from and why and how many people are involved, I don't know. But he was definitely down. He was a very sad individual when he made that statement. But I think there are a number of reasons that are sort of piling on and he said I don't want this anymore. And with the fact as I said Heidemann challenged in the incumbent graph, I think he felt that there was a competition, there was a choice for the voter. Yeah, I don't know why Dan might have thought that the whole atmosphere was a whole lot more friendly than it had. When he left the council it seems to me that the players have changed. I think the council is getting work done and so forth. But there still seems to be some animosity. Not quite at the pitch and tone that it was the year before.  But we'll get to that. Cal, you indicated that you had moderated a discussion that I think the Democratic Party hosted for all the Aldermanic candidates and most everyone showed up, which led me to think you'd be there a really long time. Well, I set a limit of three minutes for an introductory statement. So all 18 people made a statement within an hour. So it was a very good capsule. I think the other people who were there, particularly newcomers to the council type races, really did pay attention. I think they learned things. They saw issues that probably they never thought would come up. But Cory Bauch was on a business trip and his wife was there just handed out a statement. And Alderman, Alderperson Radke did not come. He said he was ill. And with Berg dropping out, but we had 18 in presence out of the 20. I did send a letter out the day after the nomination papers were filed. So I think we got our foot in the door a little before the Taxpers Alliance. So everybody was amenable to the forum and worked out nicely. Before we go any further, with Berg dropping out this late, there isn't any need for a primary in that particular Aldermanic district. So there isn't going to be a primary or is it too late to do that? I'm not sure. I mean, I don't know the answer to that. His name is on the ballot. His name would be on the ballot. There's no way that you can withdraw your candidacy. And that's why dead people win sometimes. And There's potentially that he could win. He could win a primary. I would presume there would be a primary. Yeah. Okay. Yeah. I would presume, although I do not know that for a fact. So it's important for people who are supporting either Heidemann or Graff to still show up the day of the primary. Mm-hmm. So it's important for the city clerk to let us know what the situation is at the Yeah. And I Okay. For that race. I don't want to take us too far off task, but I was just thinking about that in the way over here. Yeah. Now, Cal, you not only were there, but you were running the show yesterday. The press article indicates that the financial status of the city was really the primary focus or topic. Yes. Of the 18 statements that were made, the repetitive was the The property tax burden in the city and Good. It is high. And many of them said we need to have growth. We need to have an industrial park expansion was raised by several that one candidate mentioned that two firms were unable to find the size of parcel they needed in the industrial park. That's on the south end of Sheboygan. So that one of their priorities is to expand the park in some way. The other is to just build up the economic development in the city period. Another person cited reuse of some blighted lands and so on that we could have more economic development, build a tax base that the city needs to do that. And then there are others repeatedly said we need to examine services and what's essential and downsizing where we have to downsize and appropriate level of staffing and so on. But expenses that the cities are city incurs as well as the tax burden was a repeated issue that was brought up in the whole issue. The police station came up with several times with obviously with a couple people on the candidacy list from former police officers and a few police officers in the audience. They did raise issues of how you're going to equip it. Balances in various accounts and whether they could be used, things like that. Several candidates who were incumbents did toss out plaudits that the wheel tax was repealed as well as the stormwater fee was repealed. And so there were a number of candidates saying things are going in the right direction, things the council works better now than it did before and sort of incumbents saying why do we need to change in essence. Things are going along better. They're more sensitive. They do communicate better. And then others are saying communication, the challengers, many of them saying communication needs to be improved. We need to have less contentiousness. How much is this a carryover in the theme that occurred before the turnover that did occur in the council before with the change in mayors and so on? I don't know. But there were a share of people saying things have to be financially better analyzed. There are a couple of people who are insurance people, a couple of people who are financial advisors who are running, particularly in the first district. There are five candidates and several are people who dabble in the insurance and financial end of things who said we need to do things like zero-based budgeting and more scrutiny and better control of the dollars and that type of thing. This race is, I think, notable for the fact that several retired police officers are running and the wife of a current police officer. Did you get a sense that a police department agenda was being advanced by those candidates? Not at all. There were three retired, as you said, officers running and a spouse of an officer. And that's out of the 20 candidates, now 19 with Berg's departure, so four of those. Mr. Longman did raise the issue. He did say I'm retired and Christensen's retired and Van Der West is retired. And he says none of us think alike. He said if we got on any topic, he says you would find myself and these other guys who I know will come up with different conclusions and make different choices. So do not. He took sort of the preemptive strike. He said don't paint us all with the same brush. Don't think that we're here to represent the police department. We're individuals who have in retirement moved on many times pursuing other activities today. One sells insurance, I guess, and others. Well, they do different things today. And they say that you can expect independent thought. So there was a sensitivity there. And Mr. Longman took the initiative in his statement to talk about it. Okay. I remember in an old school board race the phrase the four-man machine was used, the accusation that people were together and working together and thinking together. And so no four-man machine here, three men and one woman machine. So this was just, the candidates, there were no questions and no feedback or anything. The candidates expressing themselves. You had questions, right? Yeah, we had an hour. You had an hour of questions, too? Yes. Oh, okay. But I, that's why I set the limit of three minutes. Otherwise I'd been there all night listening to candidates by taking an hour of statements. Then we opened it up and then we had everybody in the audience direct their question to a particular district. Okay. And then we had questions that, you know, ranged from financing of the police department as well as mass transit, a number of different issues that came up. Well, that's fine. You found it pretty good. Well, it kind of begs the question, though, Cal. All of a sudden sort of spontaneously there's a fervor of civic responsibility among retired police officers? Well, that's... I mean, when they made their statements, was there some sort of common theme among those fellows? And Mrs. Tyshinski? Well, Lyle Vanderwist said he lived in his community his entire life. He served the police department for 30-some years. And he just felt an interest and he felt he wanted to be part of being in the government. None of them brought up that they had a bone to pick with anybody about police officers or, you know, be how they're treated or the police department how they're treated. So all stayed on the issue of I bring to the table talents that I'd like to share on the council. So they didn't let on that they had any agenda that was reactive to how the police department might have been or will be treated. How was your audience? Good number? Yeah. I was impressed at 30. I would say it's more like 50 that came. Wow. So I thought it was good. I think that's... I mean, actually on a cold winter's night. I think that's a fairly impressive turnout. And particularly early on... As an aside, I didn't even know Skybox. They were at Skybox. I didn't know they had a room down there where you get a host, some kind of event like that. That might be the old... The old off-brow. The old off-brow. The rot-scaler? Yeah. That's what used to be called. And they've renovated that room as much. They've renovated everything else to the point where you don't recognize it. Well, it's... We used to have a ceiling that was about six and a half feet. Six and a half feet. Yeah, yeah. That's brushman. Did anybody get... Those who were speaking, Cal, about needing to look at greater scrutiny at the city budget and bring costs down, lay out any specifics or any areas they thought where those kind of cuts could be made? Normally they avoid those kind of things. Well, one person talked about... Several people talked about the benefit package that public employees have. And, of course, that's always problematic when you have unions. You have to negotiate unilaterally. Say you're going to cut benefits. But healthcare and insurance in general, being some of them cited as being out of line to the private sector, that was raised. One candidate raised the bus system saying that we ought to go to a dial, dial a ride that is actually more focused. This person cited several large cities that had gone to dial a ride where they'd come right to your door and you don't have as much criticism of empty buses. Of course, that leads into the whole issue of how the school system needs the bus system because, of course, you don't have... In a larger city, you don't have school buses running the routes. You have the mass transit who takes care of that need. So that would be another dimension of how you would have to alter that. But a number of people talked about prioritizing services. Well, of course, that's oftentimes difficult because whose service is more important? It's the one you use, I guess, or the one that you're missing at that particular instance. Well, certainly the county has struggled with that. And I know the school district has tried to prioritize the services and programs.  Well, you should start with, this is the pot of money I have. Instead of, these are the services I want to offer because then you, the pot of money grows when you have the service. You start, this is the pot of money I have. I have to do this, I have to do this. And then you start to prioritize when the pot starts disappearing. Well, and that actually has been very effective and we'll get to that a little bit later in the program about the school district which had, school districts in general had qualified economic offers or QEOs imposed on them in 1993. Three or four? And there's some chatter about repealing the QEO but as a school board member at that time I was able to say along with my fellow school board members we have this pot of money. That's it. And of course revenue caps have been imposed on municipalities now at least for two years although, I mean there's room for growth but it's a limited growth but that is interesting. There are long cultures, hard cultures to change where, you know, unions and management have worked together in a certain way for years and years and years and years and if it's a new time, is it a new time? I'm not sure it is but if it is how do you make those cultural changes? Well, you know there's one aspect of this whole issue of taxation that people very seldom bring up and that is the shift of the tax burden in the state from a broad base to a very narrow base. Correct. It goes back to the Lucie administration starting with M&E, machinery and equipment that was taken off the tax rolls and then it was followed by Line A personal property which is inventories and other things that are in a manufacturing sense in materials. Then we went into egg land value, use value so today a farmer doesn't pay a lot on their farmland any longer. Right. Computers recently were taken off the property tax rolls. You can just go through almost a 30 year period and there was one property tax exemption after another enacted by the legislature that has shifted substantially the tax burden from a broad base of property to homeowners. At the same time, shared revenue on the federal level was cut out during the Reagan, starting in the Reagan years and continued throughout the years of budget cutting. On the state level, the decision was made that there would be more school aids, two-thirds state pickup, not putting as much into shared revenue. And so shared revenues to municipalities on the state level were cut back or froze or minimized. So you add up that with the squeeze that energy costs and healthcare costs and all the other things that municipalities face, it is something that people need to realize. I'm not making excuses. I'm just saying the homeowner today is picking up a bigger part of the burden than they have, say, 30 years ago. Yeah, I agree with that and just add a couple other things. Non-profits get the property tax exemption and the two things that the council repealed, the stormwater tax that was applied evenly to all, including the non-profits, so now they're going to get the free ride and the wheel tax. Some people have five, six cars and some people have one and the non-profits have cars and trucks and stuff. And that's now gone too.  A couple of things, though. I do think Cal's point is very well taken is that we talk about Wisconsin being a property tax hell and we're going to certainly an expensive place to live, but you're exactly right is that the shift in the tax burden has been fairly astonishing, but it's been quiet. It's been incremental and so the load for property homeowners has just grown and grown and grown and so it actually is a selling point in Wisconsin that taxes for manufacturing concerns, at least regarding personal and real property are significantly less than they used to be. And some people, as they retire, leave the state just for that reason. There's no arguing that people with a decent house pay in five, six, seven thousand dollars in property tax and it's outrageous for somebody who's on a fixed income. How do you change it? What you do is you start examining the end result of the shift and saying, well maybe the state ought to do what a Florida does and you start looking at your excise taxes on liquor and beer and start looking at your sales tax and say, well maybe if we have a tourist trade that's worth anything as Florida really does, maybe you ought to go to a 7% sales tax. I don't like the sales tax either. It's regressive, but it's less regressive than the property taxes. At least you have some choice whether you're going to buy a $50,000 car or a $10,000 car or a lot of other items. So there maybe ought to be an examination of how we finance some of our units of government in this state and there's always been a reluctance to do that because people don't want occupational taxes or local income taxes or local sales taxes although we've granted things to the brewers and we've granted things to counties a half a percent which they can levy but cities don't have that flexibility and maybe it's time we do that because every election we hear from people who are saying there are people who are being taxed out of their home. Well if that's the case and I'm sure it is in many cases we ought to look at a different way of financing these services. Let somebody who, you know, one of the beauties of the sales tax of course in a tourist state and if we brag about how many Illinois people come up here is that they're paying the tax when they spend their money in this state. That is true. Well that actually in a backdoor way segues into the school board raise. Just bringing it back to a local level and whatever our conversation is it would really behoove us to be behaved enough so that Risto here does not get fired but in any event. Tell me about the Canada school board because I really don't know anything about the Canada. I'm pretty much ten years I think. There are three positions that are open two town positions or non-city positions we include the town of Wilson, town of Sheboygan actually town of Sutterville and the village of Cleveland and so we have some surrounding areas. Two of the nine spots are for those townies as we call them and then there's one city spot that's open. My Shua Vang who was appointed and then a one year term is retiring she's having a fifth child and for some reason doesn't think she has time for the school board I can't understand why. So those meetings but induced labor. But Jeff Squire is running now for the town spots we've got three running for two Jeff Squire, Mark Mansel who was recently appointed to take Teresa Blondel's spot and Al Yante who was in that race to be appointed or was one of the candidates for the appointment that Mark Mansel won but Al retired principal of Jefferson School was running so we have a principal running X principal running against Mark Mansel and Jeff Squire and Mark Mansel is a detective with the Sheboygan Sheriff's Department nice guy and Jeff Squire of course has been around for a while and is currently the president of the board and I guess wants another three year term and at the city level with my Shua leaving Scott Lewandowski who is a candidate for the Common Council is also a candidate for the school board he's running against Fong Lee who is a Hmong fellow who graduated from Lakeland College and has three little kids and so it's interesting Scott Lewandowski and Al Yante from what I have read in the newspaper are clearly very very critical of the school system and I don't know how they're focusing so much just on Sheboygan but education in general they don't really much care for the way things are being done now I don't know where some of the other candidates stand but I don't get much of an idea but it's a real contested race which we haven't had in the school district for a little while since 2004 I think we had a contested race or maybe in 2003 but it's been a couple of years in the cycle because every three years you have three every two years right you have three coming up every year every year that's right every three every year we have three coming off and we're rotating right or up for election are there any issues? I mean curriculum issues budget issues seems like it's always a budget issue well it's going to be kind of hard to tell because nobody's really had a chance much to talk about these issues yet I know that during the gubernatorial race Al Yante wrote a letter to the editor which pretty much supported Governor well sorry Green for Governor represented Green for Governor and took a couple of pretty big swipes at the Wisconsin Teachers Association Wisconsin Educational Association the Teachers Union saying that you know pretty much from Al's perspective the letter pretty much argued that you know unions are one of the major reasons why you know education is in such a sorry state that it is but other than that locally he hasn't said too much no he's been a principal he's been a lot of meetings I'm sure he knows a little bit about how the district works compared to say a lay person coming into the into the board setting and we'll see and we'll see how that all plays out it should be interesting it is good I think in a district where 33% of our students or minority students 33-35% to have minority representation on the board and by all reports my show of Vang did a wonderful job and so it'll be interesting to see how things play out just in the last couple of minutes one of the issues and when I was on the school board negotiations with the unions was pretty simple because we had this qualified economic offer 3.8% and we usually take it or leave it take it or leave it we actually usually the total package exceeded the 3.8% and there was a decent relationship between the unions and the administration I felt consensus bargaining which has some good points to it the push now in Madison WEAC, the Wisconsin Education Association Council put a ton of money into Doyle's race Wisconsin manufacturers and commerce put a ton of money into Green's race it sounds like there may be votes to repeal the QEO what do you think? I mean one of the... You want to go first? No If that's going to be about, you know... The challenge there is that the QEO was of course tied to the, as Calvin said earlier the commitment to funding of two thirds of local government and those two pieces sort of fit together and so any kind of taking off of, you know...  I think the Senate will pass it and I think the assembly won't pass it and then the governor can say just kick the can down the road because if you take off the QEO caps as much as they've hurt some certain districts I don't think they've really hurt Sheboygan terribly much the truth be told because we're a growing district given the funding formulas but I think you're going to kick the can down the road for another couple of years and look at it much more systematically right now I haven't seen anything come in a legislature beyond let's get rid of that piece if you do that you're going to start looking at the two thirds commitment maybe that's what they want to do and the funding formulas which I think are really skewed and the Wisconsin Supreme Court has said eh, not the best system in the world but constitutionally not in firm and so barely passing constitutional muster barely and I think that ought to be looked at as well some sort of more equitable form of funding across districts so in any event we're wrapping up but it was an enjoyable conversation and we'll be back