Carrie Richardson - MSP Makeover

[00:00:00] Welcome to MSP Business School led by our Deans of Business Development, Brian Doyle, Tim McNeil, and Rob Rogers.

[00:00:11] Each week MSP Business School is committed to delivering you proven strategies, tips and tactics for MSPs to accelerate their business growth and revenue through better sales, better marketing and true account management.

[00:00:26] Class is starting now, so let's get started. Let's throw it to the Deans.

[00:00:32] Hey everybody, welcome to another episode of MSP Business School.com. I appreciate you joining us here today.

[00:00:40] As you can hear once again, Rob Rogers is all by him, loads him. Tim McNeil is out, Brian Doyle is out, they're all out and I'm holding down the ship. I've got to do the intros, I've got to do the middle, I've got to do it all by myself here today.

[00:00:53] So we're in for a treat because I have a very special guest here today. One of my dear friends who I've known for a long time, one of my friendly competitors from back in the day, Carrie Richardson, how are you doing?

[00:01:06] I'm doing great. Thanks for having me on MSP Business School again from...

[00:01:11] Yeah, yeah, yeah.

[00:01:12] I've been a guest a few times, you've been a live podcast that we're like before.

[00:01:16] I mean, it's a sign of how much we like you. So, and how well you do?

[00:01:21] There is enough business in the channel for everyone and I don't think either of us ever saw the reason to be shitty to each other.

[00:01:30] My legs say shitty.

[00:01:31] No, no, you're not.

[00:01:32] See!

[00:01:33] See!

[00:01:35] But for everybody who doesn't know about the friendship that we have had, Carrie, jump in, tell everybody about how we met, how we competed,

[00:01:45] how we smoked you every step of the way.

[00:01:49] I don't know, one of us is still running their business and the other one isn't.

[00:01:53] So, I know one of us got smart and the other one is still...

[00:01:57] No, we're all...

[00:01:59] Robin, I've known each other for...

[00:02:01] Whoa, probably in 2013 now.

[00:02:04] Yeah.

[00:02:05] So, I started Managed Sales Pros as a like...

[00:02:08] Will Cold Call for anybody who could afford paying our bill kind of company back in the day?

[00:02:14] We weren't Managed Services specific. The company was called Cold Calls and we started.

[00:02:19] I actually had a conversation with my very first client the other day.

[00:02:23] So, here we are 10 years later and he calls me and is like, hey, I've just moved to another software company

[00:02:29] or you're still doing that cold calling thing and I was like, no!

[00:02:32] I am not!

[00:02:34] Hey, but weren't you an incubator back at the very start?

[00:02:38] Yeah, we were in the Eureka project.

[00:02:41] So, before we became Cold Calls, we were in the Eureka project.

[00:02:46] I was...

[00:02:47] I used to cold call everybody from the local newspaper that had like a help wanted ad for sales reps.

[00:02:53] This is like internet was here, but people were still reading the paper if they needed a job back then.

[00:02:59] So, I would just go through it and like, hey, do you need someone to make your cold calls?

[00:03:03] Hey, do you need someone to make your cold calls?

[00:03:05] And finally somebody said yes.

[00:03:07] Then they were like, how much was it?

[00:03:09] And I was like, um, 30 dollars an hour and they're like, yeah, that sounds great!

[00:03:14] Didn't charge enough.

[00:03:16] But we took care of that later.

[00:03:18] Yeah, yeah, yeah, for sure.

[00:03:20] So, that person introduced me to an MSP and they said, hey, can you call for a managed IT company?

[00:03:27] It's like, yeah, of course we can.

[00:03:29] It's like managed IT.

[00:03:31] What is that?

[00:03:32] And that's how we ended up coming into the managed IT space.

[00:03:36] We worked with an HTTP group business.

[00:03:39] That company introduced us to their peers and you know that one peer group pretty much started our business.

[00:03:45] I went from having two clients paying like 30 bucks an hour to having a million dollar call center in less than two years.

[00:03:54] And they really hate cold calling.

[00:03:56] They just don't want to do it.

[00:03:58] The managed service providers didn't want to do it at all as you and I both know very well.

[00:04:02] Yeah.

[00:04:03] And Rob and I competed for business like, I lost one, he won one.

[00:04:08] I won one, he lost one.

[00:04:10] We had a very firm, don't be a jerk policy in place.

[00:04:13] That's right.

[00:04:14] So, one of my clients called Rob, I would always give OSR the opportunity to like go and fix that problem before we would take the business.

[00:04:23] And they did the same for me.

[00:04:25] So, we know it's a relationship.

[00:04:27] Yeah, it's a relationship.

[00:04:28] And then we almost partnered a few times and I always end up being the one that gets cold feet.

[00:04:33] But not because I don't love you guys just because I can't imagine having to cooperate with people.

[00:04:38] Right, right.

[00:04:39] People might describe me as difficult Rob.

[00:04:41] No, no, nobody would say that.

[00:04:42] No.

[00:04:43] To your face.

[00:04:44] Your face.

[00:04:45] You're tough.

[00:04:46] Nobody would say that to you.

[00:04:47] But you might say it.

[00:04:48] The reason I bring that up, Carrie is, you know, about the incubator is because this idea that you've come up with now is kind of like you giving back in an incubator type of way.

[00:04:59] Right.

[00:05:00] It's teaching people how to build up their sales and marketing department and getting all your friends and influencers in the ecosystem together to help MSPs do this.

[00:05:11] So, before we get in there, tell me a little bit about what you're doing right now with crucial.

[00:05:16] So, crucial is a company that starts conversations.

[00:05:19] The challenge that we found and I'm sure that you guys found it as well.

[00:05:23] Now, the you pivoted out of the lead generation space into the software development space.

[00:05:28] But, you know, when we started the business in 2013 maybe one in every like 90 to 100 people would say yes to a sales appointment with an IT company by 2022.

[00:05:39] When I sold Managed Sales Pros, we were like at one in 300.

[00:05:43] And it was just getting harder.

[00:05:46] Now, that's not to say it isn't impossible and that one in 300 is still a fantastic lead.

[00:05:52] But it takes so long to get them that from like an outsourced perspective if somebody's going to pay a company to do their marketing for them or their lead generation for them.

[00:06:02] You have to go into the conversation honestly saying like here's what we can achieve and 300 calls with a part time agent.

[00:06:09] Now, that's a couple of meetings a month.

[00:06:12] So for a company that never did the math on how much is cost of acquisition?

[00:06:16] And like how much does it cost us not just to like get a lead in the door but by the time it's all said and done.

[00:06:22] How much did it cost us to win this business?

[00:06:25] And I think that more mature companies that have done that math understand that outsourced cold calling is still a good investment.

[00:06:31] But they've also gotten to the point then that they're likely looking at building in house.

[00:06:36] So you've got a little bit of a sweet spot of over two million in revenue and under five.

[00:06:41] And that's where cold calling is going to be the most effective from an outsourced perspective, because you can afford to ride out the amount of time it's going to take you before you get that first win from cold calling crucial started during 2020 like in 2020 when we couldn't staff effectively and I was trying to figure like what are we going to do with our call center?

[00:07:00] We couldn't pivot to remote and I didn't want to run a remote business again.

[00:07:04] I sold my US call center in 2020, then outsourced to the vendor that eventually bought managed sales pros and I started playing with things right?

[00:07:13] I was like well, don't know how this is going to go and nobody's in their office anymore.

[00:07:17] And who knows what telemarketing is going to be like it took people so long just to pivot their phone systems.

[00:07:22] Yeah.

[00:07:23] We were getting nothing, no, but like I think we lost a million dollars in annual recurring revenue in 90 days during the pandemic.

[00:07:31] Like who's like, but we also went to our client base and said hey if you want out of your contract now is the time because I'm not going to come into the office and fire one person a day for the next, you know, who knows how long so one time offer, leave your contract today.

[00:07:47] Everybody left except for one MS feet.

[00:07:51] Wow.

[00:07:52] But we had so many vendors backfilling those spaces because now they didn't have shows to go to and they didn't have, you know, they didn't have the numbers they were going to need to make their number.

[00:08:01] So it wasn't a total crisis but it still wasn't the best, you know, quarter of my life.

[00:08:05] Yeah.

[00:08:06] So I started thinking like how are we going to get people to what are we going to do?

[00:08:10] And so Tracy and I started playing with things and I was like okay, we started this thing called hallway conference.

[00:08:16] It was going to be kind of like an exchange event but it would be remote and a vendor would host a group of like 12 MSPs.

[00:08:25] And on a pay for performance basis that vendor would pay us to secure those 12 MSPs to come into this conference.

[00:08:34] And we were trying to recreate the vibe of a conference where you like, you know, you grab someone in the hallway and like hey how are you solving this problem? Hey, how are you solving that problem.

[00:08:42] So that was my first kind of like how do we do an online something that gets people engaged. Nobody would buy it so,

[00:08:49] Dudge didn't go anywhere.

[00:08:51] Okay.

[00:08:52] But that's when I started podcasting. So I started a podcast called hallway conference.

[00:08:56] When did you start that in 2020?

[00:08:59] In 2020. Okay. That's when we started our podcast.

[00:09:01] Yeah. And then I abandoned it because it was an hour long podcast.

[00:09:05] So I was like no, I can't do this because the hour podcast and we weren't editing. We weren't anything.

[00:09:11] We're just like doing this for an hour and publishing right?

[00:09:14] Yeah.

[00:09:15] There was no real structure but it I learned how to edit.

[00:09:19] I learned how to use the different tools for podcasting.

[00:09:23] And we started my Ian and I started our consulting business.

[00:09:29] Ian sold his MSP. We started Richardson in Richardson.

[00:09:32] We started doing more consulting work. I did we were doing a lot of stuff that was.

[00:09:38] We do a lot of M and A work for example, like connecting buyers and sellers.

[00:09:42] We do a lot of strategic planning and I was doing sales training and marketing support for MSPs through R&R.

[00:09:50] Okay.

[00:09:51] Ian did not want to go back into marketing execution.

[00:09:54] And I didn't want to go into full time consulting.

[00:09:57] I like consulting but I don't like it enough to do it all the time every day.

[00:10:01] Like the money is there and it's a short project. I'm into it but I don't want to spend a year fixing something for someone.

[00:10:08] If I'm going to spend a year focused on a business, it's going to be my business.

[00:10:11] Got it.

[00:10:12] Right? So I went back into marketing.

[00:10:15] Ian went into strategic planning and crucial came from that kind of parting of ways.

[00:10:21] But we started a podcast for Richardson in Richardson.

[00:10:26] And I realized that it only took two or three phone calls to get someone to agree to be a podcast.

[00:10:32] Yeah.

[00:10:33] I was like, wait a minute. This is going to change the game.

[00:10:36] I only have to make three or four phone calls to get somebody to talk to me for a full hour and then record a podcast with me at a later date.

[00:10:46] I can't get somebody to take a sales call with me where they'll sit on the phone with me and tell me about their business for an hour.

[00:10:52] If I make three phone calls or send a couple of LinkedIn notes to somebody, they will be on a podcast.

[00:10:58] And that's where crucial came from. I was like, wait we.

[00:11:01] We could talk to anybody we want. We just have to do it differently. We have to think about it differently people like businesses that wouldn't have given me the time of day ordinarily.

[00:11:11] We're like, oh yeah, we'll be on your podcast. Sure. Yeah. Nobody ever asks how many people listen to your podcast? Nobody ever asked what's your podcast about?

[00:11:19] Yeah, I was like, yeah, sure.

[00:11:21] That is such a brilliant idea. It's such a brilliant idea to come up with that. I just love it.

[00:11:27] And I'll tell you, we have the same success two to three phone calls and somebody says yes, it's.

[00:11:34] You know, we didn't consider it as a business like you did. Like that's just the next level thinking.

[00:11:40] But we did it because we were having a lot of fun.

[00:11:43] It was COVID and we're like freaking out not knowing what to do.

[00:11:47] But you know, now that you put it that way and you put it into the, you know, it's a prospecting tool. It's brilliant. How is it working?

[00:11:55] Well, people obsess about the audience, right? Like well, who's going to listen to my podcast? I don't care.

[00:12:01] Yeah. Your mother, your mother will listen to your podcast. Right? Like it doesn't matter. That isn't the point. Like everyone's talking about how do you monetize your podcast?

[00:12:08] How do you monetize? Like what do you do? How do you build your community? Yeah. Like you're talking to your community.

[00:12:13] Yeah. You're talking to your audience. You have an audience of one and they're sitting with you right now.

[00:12:19] And they're telling you about their business. So for strategic planning, it worked fantastic. Right? People are talking about how they started their business.

[00:12:27] How long they've been in business? How many employees do they have? What are the problems that they are facing? What opportunities do they see in the market?

[00:12:34] What aren't they pursuing and why aren't they pursuing those opportunities? And we call it win, which is what's important now.

[00:12:40] And though that's a stratop structure called the win wheel. So we kind of tried to align it with what we were doing.

[00:12:47] And then if somebody was identifying like, hey, we're lost, right? Like we don't really know what core values are.

[00:12:54] We don't have a mission in a vision or like, oh yeah, no, we have core values. Our marketing company wrote them. Right?

[00:13:01] Like that's a huge red flag. And so I could just like, boom, pass that over to Ian and he'd do a 90 minute strategic consult with them and a provost presentation and a proposal.

[00:13:12] And now if it worked out, it worked out in the beginning, it was like maybe one in 10 turned into consulting clients.

[00:13:18] But as we tightened it up, it was like one in four.

[00:13:21] So I've got this one in four closing ratio and this one in four conversion ratio from prospect to conversation.

[00:13:29] And I was like, we can we can monetize this.

[00:13:32] That's it's a great, it's a great idea. I love it. But that's not the only big bring thing that you came up with.

[00:13:39] You know, this next topic is something that I feel pretty passionate about with you.

[00:13:44] I really love the go giver approach to it and what you were able to come up with.

[00:13:50] I think it's taken everybody by storm. The MSP makeover, if you could tell us tell the audience about what the MSP makeover is, how it's helping the community and how it's going to help somebody really special.

[00:14:03] So like tell me a little bit about that.

[00:14:05] So my kids are obsessed with reality TV.

[00:14:08] They love the makeover shows and they like we watch one called glow up and we watched.

[00:14:14] They still call it queer eye as it called something else now, but I don't know.

[00:14:19] Like during the summer my kid and I watched reality TV. I want to say every night we watch some different reality TV show, which I was never interested in.

[00:14:26] But now I'm hooked right like I like, oh, what's going to happen?

[00:14:29] Who should win?

[00:14:30] I started thinking about this idea of when I was like how can we really get people engaged in something where they're giving back to the community.

[00:14:44] Like the vendor, we've worked with so many vendors and so many MSPs already and so of you.

[00:14:49] So it wasn't very difficult to call people that we already knew and say, hey, like I want to do this thing.

[00:14:54] And I want to make it so attractive for people that everyone will enter.

[00:15:00] Like not just the small MSPs and like not just the people who are struggling in their business, but I want to make it so attractive that everybody will want it.

[00:15:08] What can I do?

[00:15:09] And then I started asking people like, hey, would you do this? I'm going to give away a full year of a managed marketing engagement with crucial.

[00:15:16] And that is a six figure price tag now and manage sales pros is giving away.

[00:15:21] I got like first I went to the people I knew so manage sales pros is giving away a full year of cold calling outbound for an MSP.

[00:15:28] And you're giving away a full year of access to the sales maturity platform and consulting.

[00:15:35] Yeah.

[00:15:36] And some of our other marketing competitors are participating.

[00:15:39] It wasn't like I was like everybody who wants to do this can do this.

[00:15:42] So if you go to the MSP makeover.com, you can see a list of people that is growing every day.

[00:15:49] So I had 50 people first it was just the MSP makeover now.

[00:15:52] It's the million dollar MSP makeover because there's more than a million dollars worth of stuff available there.

[00:15:59] Just in marketing alone, we've got half a million dollars worth of time and systems and strategies and websites and managed marketing and say fractional sales coaching and fractional sales execution like everything's in there.

[00:16:14] And then we got an RMM consultant, the PSA consultant.

[00:16:18] We have free BDR licensing, we have a free RMM licensing unlimited licensing.

[00:16:23] So nobody watered down their offer.

[00:16:26] Yeah.

[00:16:27] And it's like if you win, you get it all anything you want everything that you can use but there are some.

[00:16:33] There's no catches but there are some qualifiers.

[00:16:36] Okay.

[00:16:37] It's the one if you're already partnered with that company, you can't choose them as part of the MSP makeover price.

[00:16:43] If you're already an OSR client or already a crucial client, you don't get it for free.

[00:16:48] You have to you have to dance with the ones that bring you.

[00:16:51] Yeah.

[00:16:52] So if you fired a vendor in the last year, you also can't choose them again.

[00:16:58] That makes sense.

[00:17:00] But I'm looking at there's some big names on here, Carrie.

[00:17:04] Some big names.

[00:17:06] What is the website name again?

[00:17:08] The MSP makeover.com.

[00:17:11] I'll put that on the tile when we're when we're closing down here and we put this up on the channel.

[00:17:16] But it like tell me, like an MSP says you know what?

[00:17:19] This sounds like a really good idea.

[00:17:20] I'm going to look into this.

[00:17:22] What do they have to do in your system in order to qualify or I don't even know how it works but how does it work?

[00:17:29] Okay.

[00:17:30] So the only MSPs that we've disqualified are PE owned MSPs because I felt like the burden of having to give free software licenses to company that quite frankly probably doesn't need them if they've got to be.

[00:17:40] Money.

[00:17:41] I wouldn't be really fair.

[00:17:43] So we have no way of knowing how big the MSP that wins will be.

[00:17:47] So that was one big factor when people were agreeing to participate.

[00:17:51] Okay.

[00:17:52] Well, what if somebody really big wins and I'm like, well, somebody really big wins and somebody really big wins.

[00:17:57] Yeah.

[00:17:58] But my thought process was people aren't going to change our mms because they win a contest right there not going to fire a trusted vendor to start with someone new.

[00:18:06] So odds are if they start with you, they're going to stay with you after that year is up.

[00:18:12] So it's a really great opportunity for vendors that aren't as well known in the channel to get engaged with the market.

[00:18:19] So, you know, if you have to just place somebody, this is a great opportunity to come in and show what you can do because we're going to follow the winning MSP around for a year after they choose the people that they're going to partner with.

[00:18:32] Okay.

[00:18:33] After the contest, it's super easy.

[00:18:34] They have to record a podcast with me and sign a media release.

[00:18:37] Okay.

[00:18:38] What does that mean?

[00:18:39] What does that mean?

[00:18:40] They have to do a podcast with you explaining their business or just your typical.

[00:18:45] What would you do if someone gave you a million dollars to grow your business?

[00:18:49] So the podcast is all about like one we talk about.

[00:18:53] I just did my first one.

[00:18:55] The first MSP podcast was just recorded.

[00:18:58] So we talk about like how did you start your business?

[00:19:01] How have you grown your business?

[00:19:03] What are your plans for the next five years and how would a million dollars change those plans, right?

[00:19:08] So right now you're going along doing this.

[00:19:10] If someone dropped a million dollars in your lap right now, what would you do differently?

[00:19:15] Okay.

[00:19:16] And how do you win?

[00:19:18] So on March 1st, all the MSP podcasts will be taken live.

[00:19:23] We couldn't figure it a way to make it fair otherwise.

[00:19:25] So we record them.

[00:19:26] We put them up in buzz sprouts.

[00:19:28] So for those of you who have podcasts, you know, you've got like limited bandwidth to upload every month.

[00:19:33] And I was like, well, either I'm going to end up paying thousands and thousands of dollars for buzz throughout one month.

[00:19:39] Or I can just start recording them and keep them private.

[00:19:42] So we record them.

[00:19:43] We set them to private March 1st.

[00:19:45] And then we're going to do the MSP podcast drops on the exact same day, the exact same time.

[00:19:49] Okay.

[00:19:50] And then they have 30 days to share their podcast online with their clients, with their peers, with their friends, with their families, the person with the most downloads wins.

[00:20:00] Oh, okay.

[00:20:01] All right.

[00:20:02] In the case of a tie, whoever recorded and scheduled their podcast first is the winner.

[00:20:06] So it's going to benefit you to get that podcast recorded right now.

[00:20:11] And then it's going to benefit you to get that podcast on the exact same day because if you've got 100 downloads and the next person has 100 downloads, if you recorded first, you're the winner.

[00:20:21] Wow.

[00:20:22] I really like this.

[00:20:23] So I got a question for you.

[00:20:24] Are you going to?

[00:20:25] How do you prep the MSP?

[00:20:26] I got two questions.

[00:20:27] How do you prep the MSP to when they're speaking with you to, you know, before the episode, do you give them like a list and say these are the things we're going to be chatting about.

[00:20:37] Like how MSP we're talking about IT people here.

[00:20:38] And they're very.

[00:20:39] We do it hour long call before we record so they schedule a call and then we record.

[00:20:45] Okay, so they have a list. They know what they're walking into.

[00:20:48] They prepped a little bit.

[00:20:49] They're good.

[00:20:50] Yeah.

[00:20:51] So for example, today I prepped with an MSP who gave me a phenomenal suggestion for figuring out culture fit between clients and MSPs right before they will go and work with someone.

[00:21:03] They do something really cool and I don't want to like, I don't want to ruin their podcast by spilling the beans but I had never thought about that before.

[00:21:11] And they get like, they're freely sharing like here are the things that we do to make sure that our business and this is like a $5 million MSP freely sharing of the books they're reading the things that they did the

[00:21:23] like E-Mith is their favorite book.

[00:21:25] E-Mith and GoGiver were there two big reading suggestions, right?

[00:21:29] So the MSPs are sharing information, the vendors are sharing information and the MSP makeover site is built so that it can pull in through an RSS feed any YouTube channel or any podcast and I've been pulling in the

[00:21:43] podcast that are relevant to our industry.

[00:21:45] So it's like a one stop shop now for MSP education you can listen to MSP business school right at the MSP makeover and it doesn't stop any like all of your show notes come into your

[00:21:56] podcast, all of your guests had little feature pages right there so they get more backlinks that helps with organic SEO and domain authority.

[00:22:05] So anybody that's appearing on an MSP podcast now gets a little bit of an extra PR bump just because we've imported their podcast into that platform.

[00:22:15] Yeah, I love this carry I love it and I also like that you don't get it for free right you have to put in the work if you're an MSP you've got to put in the hour with you then you got

[00:22:25] to do the podcast and then you've got to promote it right if you want to win you're going to have to do some work.

[00:22:30] If you're trying to be the guy who's going to get or the girl who's going to get all of this stuff for you, you've got to be putting in work.

[00:22:38] I like that terrible tattoo contest I was in years ago I don't know if you remember that but like a few so one of my bucket list items was I wanted

[00:22:46] to be on the cover of a tattoo magazine. Okay, and they had this contest through ink magazine I N K not I N C although I'd also like to be on the cover of that

[00:22:56] magazine yeah probably more they had this contest where you enter the contest and then you encourage people to vote for you and they had

[00:23:05] a lot of the things that I was going to do and I was like, I was like, I was like, I'm not going to vote for you guys.

[00:23:10] I was like, I'm not going to vote for you guys but I was like, I'm not going to vote for you guys.

[00:23:15] I was like, I'm not going to vote for you guys. I was like, I'm not going to vote for you guys.

[00:23:20] I was like, I'm not going to vote for you guys. I was like, I'm not going to vote for you guys.

[00:23:25] I was like, I'm not going to vote for you guys. I was like, I'm not going to vote for you guys.

[00:23:30] I couldn't compete with Tara Patrick who was the person who won the tattoo contest at that time but I did get invited to the final rat party.

[00:23:41] I got to meet all these famous photographers and famous models. Wow.

[00:23:45] And it was a great experience. I'm just like a normal person who has tattoos, who wanted to do this thing and it all went to charity and I think we raised over $5,000.

[00:23:55] I personally raised over $5,000 just bullying people into voting for me.

[00:24:01] So that was kind of like the, all right, I could probably do that and then I was pitching the idea to vendors in this space.

[00:24:11] And I remember I photoshopped people's heads onto that Netflix poster for that TV show and I was sending it to people.

[00:24:19] I'm like, we're going to do this. Do you want to be part of it?

[00:24:23] There's good.

[00:24:24] Some vendors were like, but we got 50, 60 vendors now that are like, yeah, we're going to do this.

[00:24:30] Yeah, I love the idea. It's just a fantastic way for the go-giver mentality to help the ecosystem and then having all these MSPs freely give their ideas to help other MSPs.

[00:24:43] It's just one pane of glass where you have all these MSPs given ideas and podcasts where you can just go and listen and hear what other people are doing that are that's being successful and not being successful in how you're doing it.

[00:24:56] You know, in our podcast, the most success that we have is when MSPs talk about what did not work and how they overcame it.

[00:25:06] I know people want to hear about the carry. I know we're running up to the end of our show here.

[00:25:10] I really, I really appreciate you doing this and let us. We're part of the MSP makeover as well.

[00:25:16] And I really appreciate it. Do you have any closing thoughts before we kind of part ways here?

[00:25:20] As far as what people should be doing or how like what kind of thoughts do you want, Rob?

[00:25:27] Well, the kind of thoughts I'd like is how can people get involved with this quickly?

[00:25:32] Just go to mspmakeover.com and set the quickest and easiest way or you could send me a direct message on LinkedIn and I will just send the intake form over to you.

[00:25:42] Don't forget to sign your media release. We can't do anything with you unless you sign that media release, right?

[00:25:47] Like you have to give us permission to use your likeness in pictures and to quote you in the blog post that we write about the MSP makeover.

[00:25:55] So that's a really important piece. You got to sign off on that and then there's a very, you know, very limited entry form that you have to fill out.

[00:26:04] And the reason we're do we have to do both of those is one of them is attached to the MSP makeover website and it automatically creates your guest profile.

[00:26:12] So you create that and then I don't have to do like three hours of work gathering up your head shot and yelling at you for not sending me your head shot.

[00:26:20] And the other one goes right into our CRM system, which allows me to get your media release filed with the other stuff. So below those two forms, please.

[00:26:29] And then yeah, we've got nothing but podcasts from now until the end of February.

[00:26:35] Good for you. Good for you.

[00:26:37] I really appreciate you being on the show here today. We will be including this link that we just talked about on our MSP business school.com podcast and anywhere that you get your episodes out there to include YouTube, we will have the link on there as well.

[00:26:52] Thank you very much for having me.

[00:26:54] I really appreciate you jumping on here and telling everybody about this fantastic idea that can really help the community.

[00:26:59] That's no problem at all. And if you need some podcasts guests, I happen to know a lot of MSPs that are going to be recording podcasts for the next little while. So just let me know.

[00:27:07] Absolutely. We're always looking for MSP guests. We love talking to the MSPs. It's a fantastic way to get the community going.

[00:27:15] All right. Well, thanks for your time Rob. And thanks for having me on MSP business school again.

[00:27:19] Thank you.