The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

DPB 033: How To Get The Most Out Of Your Digital Campaigns


This Session:


Happy Thanksgiving 2014! The Dealer Playbook Podcast session #33 is going to show you how to really crank up the productivity of your website. 


Michael and Robert dive in and review strategies that help you leverage content marketing, to drive more sales to your dealership. 


A major component in accomplishing that is really understanding and being familiar with todays consumers “buying/shopping process”. It comes down to how dialed in you are when it comes to understanding your customers and how they think/react when it comes to “shopping”.


This session delivers key fundamentals that if executed properly you will drive more opportunities online for your dealership. 


When you become a resource of valuable and helpful information for your target market, providing the right information at the right time, on the right channel, is when the magic starts to happen. 


Dial into this episode and start dominating the web in your market. 


Session Preview:


- The importance of delivering the right message at the right time on the web.


-  Leveraging your sites existing traffic, and getting the most out of it. 


- Understanding the phases of a car shoppers buying process. 


All of that plus so much more value to help you grow your business using the web like a professional. 


Links/Resources :


Michael Cirillo’s Book:


Help DPB out and write a quick review: h


Take your dealerships web strategy to the next level. Click Here:

Your Turn:



Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!

You're listening to the dealer,playbook podcast episode, thirty three and today we're going to show you howto take your website to the next level. Here we go you're dialed into the dealer, playbookpodcast, where it's all about winning autotaler strategies that deliverproven results, and now your hosts Robert Weisman and Michael Serilla, hey there, and thank you so much forlistening to the dealer, playbook podcast, we're so glad you're. Hereevery single week we are dropping some power bombs of information for you withelite guests in and out of the auto industry. My name is Michael Sirillo.I'm joined today with my cohost Robert Weisman. What's going on? What's upMichael Happy, Thanksgiving yeah, I know Yor, you are in the state so aswe're speaking so I wi I do. I know in Canada t our Canadian friends today'snot Thanksgiv yeah or a month ore a month back Thanksgiving, but you knowwhat nonetheless happy Thanksgiving to everybody e're, so glad that you'relistening to Thi show hope you having a good time with family friends enjoyingsome Turkey or whatever your your Thanksgiving food is get get caught upon that football, but nonetheless thin so wai. Are you FOOTB catch up onwrestling? If you robber wrestling EO, you eat that work, and I love that Pososorry. I love that post Yeaad on facefuck Youre, like why's everybodywatching football, welcome, nobody's doing like dream. Teams for wrestlingwas teens, tease an Lindsaey Shaker the other day about it. It's that I havethis thing with the wee thing when you're talking about when people talkabout like their folk, their favorite football team or something like that.Whichs like we have a big game today, I'm like no, you don't you're, not onthe team. You know the wee you're a fan like with me as a wrestling fan. Idon't have like my favorite tag team and I'm like we yeah. You know we'relooking good for this match. I hase to be you know. Macho Man and Hal Koganhad a cage matchback in the day and you're like we we're Goinna we're goingto win this one man, yeah total you're...

...right. That's why I love the tease onthat one. It's a it's just b. u one of those things that bothers me so todayyou know, like I said we want to just offer a quick episode here. We knowit's Thanksgiving, we're so glad you're here, but we want to just drop you somequick actionable information that will help you with your website strategy. Imean everybody knows by now that's kind of our big thing. You know whether it'sworking with flex dealer and the things that we're doing there, but you know atthe end of the day we really want you listening and to be as successful aspossible, so whether it's your own authority, personal branded websitethat you have going on or whether it's your full fledge dealer website orsecondary sites, we want to be able to just give you some information todaythat you can definitely take to the bank. In fact, the information thatwe're going to be talking about today and sharing with you ar strategies and information that you know top online marketers have beenusing for the better part of a decade and Yegil jump in and sick. This isalso t. The information is also relevant to even you know, dealershipsor even some of our friend. You know somebody that's listening in that workswith a dealer. You know a part yeah, absolutely I mean any webs andbasically any kind of website the these strategies, and you know andinformation that that Michael's really going to carry because this isdefinitely his thing. You know it works around the you knowaround the clock right exactly around Theu and nthe point. Is You know whatwe're talking about? It's truth it, whether I'm sharing it whether you knowgosh one of my competitors. It doesn't matter as long as the information's,true testit out. The proof is in the pudding you're going to find out quitequickly, especially if you're tied into analytics and things of that nature tofind out. If what we're talking about... is true, I know it's true. Itworks for us, it works for our clients and it works for those that I sharewith as we travel around and do the conference circuit. You know we get alot of good feedback and listen. I mean, like I said, pop onmin marketers usingthis kind of stuff, for you know the better part of a decade and they'redoing it to build these passive multimillion dollar income. So you know, maybe let's just jump rightinto it. There's a couple of things that have come to my mind that you knowwe don't typically in my observation, focus on a lot, but it's thisfundamental knowledge that we're going to talk about right now. That will helpyou no matter what your website platform isno matter what company your partner with whatever but are just some somefundamental founational principles that, if you understand them, will help you increase traffic but also leverage theexisting traffic. That's coming to your website, I know in the car business,especially it's all about getting more leads, and for me it's a little bit of amethodology shift because, yes, more leads are great. If you know and Robertyou know this if you know how to handle them in the first place, but what aboutlike leveraging the existing traffic well to get more an that's oo, squeezethat for more leads. That's a great point! Migel, because you know whatit's specially. It seems like I hear it more so in the the auto industry, thenanyheer is Youll, hear guys, that's like okay, so we have five thousandunique visitors hitting our website every onth. We're converting that at eleven percent, okay, so what we needto do is we want to get more opportunities and leads from this. Sowe need to figure out how to drive an EXTA ten thousand people to the site,so we can get eleven percent of tenend. You know what and that's really the theresult of perhaps not utilizing the resources that you have properly. Likehere's an example. You know I got a... one day, 'm working with adealership right now. This is ridiculous. This is true, Broodand tattooed, honest a goodness here, spending twelve grand a month, okay,twelve thousand dollars a month. I was asked hey how many leads? Should you begetting for twelve grand a month? Spending on you know PPC and so and allthose sorts of things and I'm like seriously for twelve grand a month. Youshould be getting thousands of leads like let's be serious here. You know I was asked to guess how manyleades the steelership was getting. So I'm, like, I don't know, maybe fourfive hundred trying try to BECON con. You knowconservative sixty sixty six leads for twelve Geez. The problem is, then, the COP, the conver you know the page,then the website, because and here's another thing. How often do you likewhen it comes to traffic? I mean traffic is not hard. You can buy. Likeyou said Your bin Traffic. Well, Jesum you anybody can get traffic, that's theactually. The easiest part am I ri yeah, because you can exactly you can buytraffic targeted by targeted traffic and that's actually a good point.That's going to Seguay nicely into what I wanted to talk about here. To startthis off I mean yeah. They were th there'sthere's, a lot of reasons. Aautomated. You know, paper click platforms, you know kind of pump anddump and set it forget it. That was one of the biggest contributing factors tothis to this dealership, they're spending, twelve grand and- and I meanwhen you have a setit and forget it automated system and it's not hands onand you don't have real. You know. People who are skilled in paper, clickyou're going to see that and so they weren't. You know. I shouldn't say they:their provider wasn't being a worthy steward of the money that's being spent,so you know happy day we're getting that all fixed up. But let's talk aboutthis for a second, so when you say targeted, I mean that really resonateswith me, because at the end of the day... know we talk a lot about how to gettargeted leads, but nobody actually ever goes a step back. You know, as weattend the conferences and stuff. When we hear about this, we never talk about what targetetactually means. So in order to actually understand targeted traffic or targetedleads, you need to understand the phases of the buying cycle and again wehear a lot about the phases of the buying cycle, but nobody actually everdigs in those that do have different names for the different phases, but I'mgoing to just share with you. The phases that I use are the names that Iuse. Ultimately, they represent customers that are in a certainposition. So understanding these phases, like I said,is going to help. You share the right message with the rightaudience at the right time and in the right tone. You've heard me talk aboutthat in previous episodes. If not go back triplew the dealer playbookcom andcheck it out, but basically here they are, I'm just goingto go through them. So first phase of the buying cycle or buying process isawareness. That's when you ultimately realize thatyou have a problem that needs a solution or you're in a certainposition. Like perfect example, is you know when my wife and I were driving aTudoor coop found out? We were expecting and realized or became awarethat a two door coop may not be conducive to car seats extra. You knowbaggage young family right, so we became aware. Oh Man, we have an issuehere. Well, what happens is there's there's kind of a couple of layers ofawareness, so there's the initial allar. Oh, we need a different car, but thenthere's as you formulate this kind of wish list of things that you'd like tosee in the new car you become aware of more you almost kind of find tune. Youryour awareness, it's like Oh yeah, but we're not probably looking for a truckwe're, probably looking for you, know a...

Ford or Sitan or minivan, or somethingthat's going to have more space and more fuel economy or better fuel econmy.Those things right. Let me let me let me injet, ask you question based offthis, so what you're saying right now at that phase are the is this just likekitchen table bander and talk right now this is presearch cre like, and thismight even in my case this was even kind of like preannouncing to my wifethat we probably need to buy a new vehicle. This is just kind of like youknow: You're shitting there working and you're going as I Ethan bin sat hasn'teven been put out there yet, but just her facelooking Aga that get I out ofthis Exatyeah, and you know it's kind of that thing. You know it's oneveryone's mind, but nobody's really kind of Said yetor. Maybe they haveyeah, we need a new vehicle. Okay, let's casually look- and you start- youknow going online or looking at you know, autotrader sites like that justkind of see. Well, the next phase of the buying process isconsideration. Okay, this is when you're actually starting to dig in. Dosome research you're looking at okay. Well, I know we want a minivan. Well,this is where, like cross comparison, shopping happens, googles in insightsfrom T R, their think with Google website talk about how you know it'ssomething like seventy percent, probably a little higher now, becausethe study's about a year old, but about seventy percent of automotive consumers.Specifically that's important understand. Just automotive consumersare engaged in crossshopping and this happens in the consideration phase ofthe buying process. They're going okay cool, we know we need a minivan. Whatare the mini vans out there? There's the Grandcaravan, the ODYSS, the youknow, the the what the Sienna whatever might be and they're looking to see.Okay. Well, what's the difference? They're, all around, maybe the sameprice. They all have two three model variations. What's the difference, whatdo I get in a Honda Odyssey that I do...

...or don't get in a whatever down incunch, exactly town and Countrys Olitely, and and it's evident with yourstatit those statistics there that they're doing it and second, thestatistic that what one point two dealerships down the average consumersvisiting? Well, they used to do that same exact comparison, research, but onthe front exactly you know in the showroom now t they didn't stop doing,they didn't stop doing it they're just doing it a a different place and that'syou know it's funny. I drive by the automile or through the Auto Mall,sometimes on Saturday and there's like one person on the lot, and that can bealarming for you. I understand that because you're not seeing physicalpeople come to your lot, but they really are there. You need to belooking at your Google analytics. In fact, there's a google analytics likereal time report that you can look into and actually see who's on your sitelike right. Now, it's pretty cool and those people you have to understand.They are on your lot, they're. Just on your online lot and- and you know, wetalke a lot about having Ha hontes more pl on there every and is a in it rightand and the point of really what we're talking about is making sure that youare representing your business. Well, where your customers already are. Sothat's consideration, heavy crossshopping, you know, what's therecap, so his consideration was number Awerenes on was again where I havesomething here. I have a O problem. I need a new vehicle or you know what mycar broke down. I'm aware now that I need service technician, those sorts ofthings or I know I need a vehicle by how had credit, I'm aware of a I've,become aware of a situation or a scenario then to consideration. I'mlooking, I'm researching how? How can I? What can I? Where can I yeah? How am I going to solve this?It's important to understand millions of people go online every single day,Tha, the the internet usage rates in...

North America are astounding, they're,incredible, so from consideration it's conversion. I've learned as much as Ifeel comfortable with learning about this. I understand that I'm not interested in a towning country,I'm interested in a ODSS. Now who wins my business? Who am I going to convertto? Well, this is kind of genius and it all kind of happens at the same time,because you have to understand if you are the dealership that provides theconsumer with what they're looking for when they're looking for it and howthey're looking for it, you not only gain their loyalty, you become acredible source of information and they trust you it's. I call it. Br Tingbuild relationships of trust, your nobody ever trusts anybody without theexchange of information, and when that information checks out so conversion going to go, do business,then there's decision, hey sign on the dotted line, kind of a thing and then there's retention. How well doyou retain that that individual or that consumer? As acustomer, you know Robert? You did extremely well with this kind of stufftouching base with your customers. You know at lease she's known for thefollowup and touchind base and making sure those people are loyal, butthere's even like I want to give a shot out to other. You know: Players in theindustry who are doing a phenomenal job. There's Mike Davenport, Charles Cannon.You know the Cadillac kid you know all of theseguys Alex you know that are doing a phenomenal job,thinking outside the box and retaining the customers after they have beendelighted. Okay, so that's kind of the that's the buying process, awareness,consideration, conversion decision, retention retention, retension is sokey. The the second sale is easier to...

...make than the first and it's eveneasier to make. If that customer loves you already, I can think of my own experiencepurchasing a vehicle, the last vehicle that I purchased, thedealerships just gone over and above servicing me making sure I'm takingcare of putting the right deal together for me,taking into consideration my family, all those sorts of things, I'll tellyou what, if I'm still in this eararea the next time, I need a vehicle. That'sthe dealership, I'm going to by the same Don I'm converte. Well me, Iconverted myself sold myself my current vehicle because I was still you knowactive in a dealership, took it in to get it service the other Abou lastmonth to get an oil change, and I got an email thanking me for my purchase after I left fim a service wove it sonow here, let's move this onto: Let's migrate this to the Web, you know ifyou're listening in and you're paying attention to those phases of the buyingcycle. You're, probably already you know, moving on how you can apply thisto your web strategy. Well, okay, so you saying that right there. Let MeHask sure this Michael, that that's something that I feel that in just youknow, especially in in o an automotive is that they totally forget we're sohell bent on process and the steps to the sale. When somebody comes into theshow room: okay, but there's more people again, like we've, said:Nobody's GOINGNA, argue it that more people are hitting your sight. You knowyou can tell that just by your analytics. I think we totally just likelook over and don't give any love to like the experience. Oh yeah absolutelyy know providing that same kind of an expabsolutely and- and you know whatand consider this right I mean- and this is how this is on all going toshape together. When you I mean we talk a lot about howmarketing is being something of value to somebody not worthless to everybody,and we've already talked about the importance of market segmentation, butwe haven't ever really dug into this...

...whole concept of the buying funnel orthe sorry, the buying process and how that plays into it. You have tounderstand that each phase of the buying cycle or buying process yeah tocommunicate with differenct you have to communicate because they're interestedin different things at different times, but I used to say this a few years ago:I'd sit to our clients and I'd say it to you know. Just those who I wastrying to educate I'd say: Look Th. The thing is with your website. It's so powerful, in fact, that it can,you know, virtually take prospects by the hand and lead them through everyphase of the buying process and into your store to purchase thevehicle product or service, and it was difficult- and I still see this day-it's kind of difficult shout up to grant Guli. We call himdinosaurs, you know to to you know, really wrap your head around.Well, how can my website condition somebody's purchase behavior from startto finish right? We see this all the time customer comes into the dealershipand they say well, what's the best price I can get on this thing thatconditions the dealership to believe that the only thing customers areinterested is price and we already there's a lot of information out thereabout demistifyind. This whole price thing, but you have to understand- andlike we've just talked about that customer who is saying they'reinterested in price to Yo at the dealership, they just don't know whatelse to seve that but they've already been qualified to a certain degree,because they've been made aware: they've done some considerationshopping, they have converted and now they're coming in to talk to you andthey're just out a phase of the buying process when they come into you. Thatis where PRICIS, but you have to understand right out of the gates, it'slike between two and five percent of consumers that are interested in price.Okay. That means that there's ninety seven percent of consumers that aresomewhere else in the buying Funnel...

Awareness Consideration Conversiondecision retention. Okay. So how do we use this? We look at now that weunderstand the phases of the buying process. We look at the customersinside of each of those. I think, most first time, customers to a dealer,webshites website are likely in the consideration phase of the buyingprocess. So it's very very important for you to have information on yourwebsite that caters to their needs. There's also an SEO impact on providing that type of content. Forexample, if you have a blog post on your website, that is, you know soyou're a Ford dealer. If you have an F hundred a D, Fifty versus Toyota,Tundra, blog post and then you have an Fon fifty verses, you know the Ramfifteen hundred and then Aur F, one and fifty versus whatever, and you do thatfor all Yo r. You know Sierra Silvarado Etcera. What's going to happen, is you aregoing to start ranking and search engine for those types of search,queries? What's the difference between the Ram fifteen hundred and F hundredand fifty do you see where I'm going with this and it? By so doing you kindof have a little like conquest seo strategy going on. Most dealershipswant to make sure that they have. You know top level kind of Broshire askinformation about their entire vehicle in up which I certainly encourage youto do, but once you have good written content and video content about each ofyour vehicles that you have or your new vehicle lineup, where do you go fromthere? You need to consider that majority of your customers are in theconsideration phase of the buying cycle or buying process. How important is it when doing thingslike this? Okay, you say like the F Hunde, an fifty in the Tondra thatwould be different than somebody where I'm going to do like this. You know I'mgoing to do content about a SI on okay.

How important is that language and howyou're speaking and presenting it to this te certain that, because Na ust,like you said this is what Youve and I do through Sion in because you alwaysdo that. The Guy Rolling the sigh on is not like. Usually you know, you don'tsee an fundre and fifty ad with that guy in the F hundred nd fifty thaabsolute side. Absolutely. So how important is it that it's not brote that, like most landing pagesthat I've seen ar like brow shore, they sound like they're, just they're ad EA, reallyyeah e, think about they're, not talking to the the segment? That'sbying thaty exactly same with the VDB. I said this before that the VDP thedealers always talk about how you know that's their most traveled. You knowmost hit pages or their vdps. Well again, that's I. I think, that'sbecause that's the only page that has any kind of information about a cal onthe way and and perfect point and I mean, and it doesn't speak, exactly HP.That's exactly is BEA. You need to speak in the language of people. I meanyou know what I mean by that. I is basicallywhat you just said. I mean they're doing certain types of searchesand you need to make sure that the language you're using mimics whatthey're searching for so here's an example right young families. Looking for a minivan they're going togo. Imagine this imagine how powerful itwould be if an ad or a blog post or something showed up. That said top fivereasons why young families choose the Honda Odyssee over the Toyotasiena orvice versa or whatever or the three. You know the top three. You know safety.You know new safety features that make the down and country thet exactlybecause you're now talking to people about the things they care about. Well,if I'm in the consideration phase the buying cycle and I'm a young family,you know say: Young Mother, young,...

...father whatever, and I see Oh really,other young families are choosing the Hondahatesi over the TOYOTASIENNA andhere's. Why boom I'm going to click on it, I'm compelled, and what in exactlythat see where that I made a lot of mistakes you know in the past was withthat headline I mean that's so powerful when you say that that how much howmuch you know more compelling is that over the Handa add what was your otherwatiogize? It was the Toileno Siana verse, the Honda exactly you know whatI mean like that's just like I don't know what, like, I think when you letthem know exactly the value Therg, what they're going to get out of that thatvideo or piece of content you know but before they at it it's wise, sits. Like you know, it's it's Wy sites like viralNova. You know we see these shared on these articles that are so compellingjust from the title that could be a whole new blocg post, how to crafttitles and stuff. But, like you know, it's like, I saw one the other night, it's kind ofgrim, but it's like the look at these selfies taken momentsbefore the person died. Number four is unbelievable and it's. It was literallyjust an article of selfies that people had taken moments before you know a tragecyaccident or, like you know, losing balance and falling off something, butit was like I I was compelled to click on that, but it's also like you know itcould be like I've seen one before wheres, like this Old Lady, builtsomething phenomenal in her garden, shed you're, never going to believephoto number five. Well imagine using that concept in creating your content for peoplethat are considering different types of vehicles. It's, like you know, top fivereasons. Young families choose the TOYOTASIENNA number three is going toblow your mind and I mean listen. I mean this content isn't like itshouldn't be overwhelming. In fact, you...

...should be able to pull any of yoursales reps iside that sell these vehicles, who have the product,knowledge and say Dude. Give me the top five reasons why the Toyotasienna isgreat for young families. You take their points, you craft the content youget on your site. They make it way, Arderi an what it absolutely so now,let's kind of move along here just for the sake of time. Here's the last thingI wanted to touch on it is the advertising piece. Now we heard anepisode- thirty two with David Johnson, about how to do adwords effectively inthe right way. The reason touching back to that dealership that was spendingtwelve grand a month. We know they were you know, pumpand dump, it wasn't theirfault. It was just what's the name of that dealer Shit, Michael Den Dan Sayyeahthat, that long pauseright? No, but you know what and it's an andit wasn't the dealership's fault. I want to make that very clear. Iunderstand I think then I tin dealerships are getting raped andpillaged out there, because there's not many worthy stewards over the dealersmoney and that level of transparency that wasneeded. So my in all transparentcy, my heart, likecrumbled, when I heard they only got sixty leads for twelve grand, because Ican only imagine how like depressed, I would be if I spend that money. Sohere's the here's. What needs to happen Kay your ads, and we touched on this-an episode. Thirty two so absolutely go check it out with David Johnson, butI'm going to just touch on it here, because it's so important. Your ads need to be in the rightlanguage for the various phases of the buying process. So they need to be compelling, but thenthey also need to click through and land the customer on a relevant page.Listen you! If you audit your PPC, you know for those of you who are using athird party supplier to do this. Go and audit it like right now go check, makesure that your ads are clicking the customer and landing the customer on apage that is specific, very, very...

...specific to what the ad they click atspeaking, the same Lang, the same languiy. It's that's like trying totell somebody to come by a rifle, and then you click and then you land on apage. It has like surf exactly it's so annoying you're going to have highaboundant abandonment rates, it's a waste of waste of your money, and I canguarantee it's happening more than then. You might think it's actually quiteshocking its surprising. So that's why I bring it. DP is not a page to routesomebody tooa I mean they add. In my I mean you know you can wear Yo can dolike dynamic inventory, advertising and stuff like that, which is fine. Itdepends on your objectives, but what I'm saying here is like you could havean ad that says: Young Families Choose the Toyotasienna, you click on it. Itbrings you to this landing page on your site. That says top five reasons: Whyyoung families, you know, choose the Toyota Sienna andthen you could, from that page with relevant content, good written content,a good video. Maybe it's a walk around a test, drive video, something that'sput together quite nicely. I'M NOT TALKING! You know, that's going to takeyou little value value, a source, good good words and then imagine howpowerful the person's already clicked on that Ad. So they're, coming to yoursight, because they're interested to learn from that page, then there's a big nice,prominent called action. You know halfway down the page kind of splittingup the content that says view in stock Toyota, CIENAS now or something alongthose lines boom that leads them to is Orbe acrossor dry down even furtheragain to I mean that you probably put it on the different different. You knowspots on the page, absolutely yeah you want to play around with it you'regoing to and why not send them other way. Maybe okay, maybe they're lookingat they realize it's, not them. So maybe then you have other. You knowcause to Action Tha to take them into to other things that that in personmight want to see wike mihe get VAT.

Absolutely it's all based on yourobjectives. Right, maybe you just want them to fill out a form right on thatpage reserve a test drive. It depends on the path that they've taken to getto where they are now and where you ultimately want them to go. So that'sI'm going to cut it off there because we could keep going. This could be likea five hour episode. The point is these: are some simple things you can startimplementing right now guaranteed to give you results? No, it's not a magicbullet. No, it's not going to happen overnight, but you will see, as youkind of build out a strategy where you're considering the phases of thebuying cycle and how you can speak to those people about the things that theycare about, how it will positively impact YourBusiness and also leverage existing site traffic.Absolutely there's the Seo impact in the advertising where you're going todrive in new new traffic, new targeted traffic, but you're also going toleverage those thousands of people guaranteed who are coming back to yoursit on a monthly basis. Now it does take a bit of work to get set up, don'tbe afraid of it, because it's the kind of work that you do once maybe once ayear kind of a thing and then it's done and you just let it keep paying youback dividends so check this out. We want you to checkout the show notes so that you can see this process outlined in writing. Go totriplew. Do the dealer playbookcom forward thirty three we'LD love to getyour feedback in the in the comment section as well. Don't forget: We'dlove for you to subscribe to the show Itunes, stitcher, radio, sound cloudand, of course, here on the dealer. Playbookcom website you know were we'reso excited that you're listening and we want to you know, hear from you. We want to getshow topic, ideas and guest ideas. We want to know what's resonating with you,so leave us some co comments and feedback and don't forget to subscribe,hope, you're having a good Thanksgiving...

...thanks for being her today, and we willtalk to you next week.

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