Markitors

BACKGROUND

Please describe your company and your position there.

Charter Capital is a small, family owned equipment finance broker. We at as an intermediary for companies wishing to finance equipment and lenders who provide equipment finance to customers. I am one of the owners, along with my father and sister. I handle the sales and marketing for the company, but all 3 of us have our collective hands in all aspects of running the company.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Markitors?

For the past 15 years we have leveraged email marketing as a way to reach many potential customers. We wanted Markitors to assist us with refining our email marketing as well as educating us on other digital marketing ideas that may assist us in identifying and obtaining new customers.

What were your goals for this project?

The final goal was to complete a transaction with a customer that found us through a digital marketing avenue that we didn't have before. Intermediate goals were to refine our email marketing strategy and to be alerted to other potential customers through Ad Words, Advertising and SEO. We wanted more business, but we knew that was the end goal.

In our type of business, Markitors to could deliver us 100 new leads, but if we didn't close any of them, we'd receive no benefit. If they delivered us 1 new lead and we closed it, that would be a better result. We have a long term approach. 65% of our new customers complete another transaction with us. We just wanted new customers.

SOLUTION

How did you select this vendor?

We have worked with other digital marketing companies in the past so we had some idea what we were looking for. It was important for us to sit across the table from the people we'd be working with rather than over a phone call. We searched for them on Google. They came up first.

They were small. They were local and they were exactly what we were looking for. We met with 2 other companies that were larger than Markitors. They were good companies, but Markitors was a perfect match for us. After our 3 initial meetings with the 3 companies, both my father and I were 100% sure Markitors was the best and only choice for us.

Describe the scope of their work in detail.

Initially we had several face to face meetings with the owner, Brett Farmiloe, and 2 other employees that would be working on our account. The first meeting was us explaining who we are, what we do, where we've been in our journey and where we want to go. Over the next few meetings Markitors presented to us what they thought would yield us additional opportunities.

They educated us on the details of digital marketing. We had a bit of a learning curve as some of this was brand new to us. We liked some of the ideas. Didn't like others, but ultimately we came to a happy medium where they're expertise met with our understanding of what they were trying to do.

What was the team composition?

We worked with the owner, Brett Familoe, and then 2 other employees. Over time those 2 employees left the first for other opportunities, but our new account manager was quickly brought up to speed and Brett took a more active role in our account as well. We never felt like we became less important or that our project was not being worked on same as it was before.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

First and foremost, we became much better at email marketing. Much smarter. We wrote better copy, delivered our emails using a more robust platform and were able to handle the email marketing internally, but with an increased level of knowledge. We're just better at email marketing now.

Some of the other ideas worked, others didn't, or some that worked ultimately were not what we were looking for. Markitors was able to deliver an abundance of leads to us for new, startup businesses. Unfortunately very few of them panned out when comparing to what our lenders were looking for. One of our major successes has been through organic SEO.

Through the creation of specific landing pages (that we use in our email marketing) and adding back links, we have seen our incoming calls and incoming form requests increase to a level that we're happy with. This, we believe, will continue over time and we continue to analyze our SEO Scores and Domain Ratings to make sure we're always progressing.

How effective was the workflow between your team and theirs?

Excellent. They have been always flexible with meeting times, never making us feel rushed or that we couldn't ask 'stupid' questions. Everyone we have worked with has had the same attitude and goals.

They never took offense when we told them why something didn't work for us or if we didn't like something. They always aimed to understand where we were coming from so that they could understand why something they perceived as good, wasn't good for us. There was a learning curve, but they were more than willing to go down the road with us.

What did you find most impressive about this company?

We have worked with larger companies and we have worked with one man shows. Markitors was the perfect mix for us. They are young, in their 20's and 30's, but extremely smart and intelligent. They are willing to take the time and make the effort to understand our business, which we believe is unique and different than other customers they work with.

This to me was their biggest strength. They were OK with us telling them why something wouldn't work, for us, when they knew it worked for other customers. They asked questions and never made us feel like what we had to say wasn't important. They are not the type of company that thinks their way is the best way. They gave us room to educate them and developed a plan with that info in mind.

Are there any areas for improvement?

None that stand out. We went down a few roads that didn't pan out and maybe we should've turned around a little earlier, but that's easier to say now vs. when you're in the middle of it.

BACKGROUND

Introduce your business and what you do there.

I’m the project manager at Corporate Job Bank.

OPPORTUNITY / CHALLENGE

What challenges were you trying to address with Markitors?

We had low traffic to our website, so we wanted assistance with organic SEO. We also wanted to do a website revamp. 

SOLUTION

What was the scope of their involvement?

They changed our platform to WordPress and customized our design. They converted a lot of our pages and links to our new design. From there, they implemented backlinks, copywriting blog posts, and posting on social media. We were already running our own PPC campaigns and they worked in conjunction with those. 

What is the team composition?

Brett (CEO) was my main point of contact initially. As the project got going, my main contact was Nikitha (Director of Client Communications). There was a larger team behind the scenes as well. 

How did you come to work with Markitors?

Our executive leadership found them. We liked their approach and responsiveness. They promised results and delivered on those promises.

How much have you invested in them?

We invested a few thousand per month to receive SEO content, backlinks, landing pages, website support and platform migration, hosting, blog, and social media posts.

What is the status of this engagement?

We started working with them in November 2018. It took a few weeks for them to finish the web design and platform migration since we had a specific vision, and then we had a year-long contract for SEO. They still take care of hosting for us.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Prior to Markitors' work, we ranked pretty low in organic searches and struggled to gain relevance online. Once they migrated and redesigned our site, then began SEO, we immediately started to appear in top results even when we weren't running campaigns. We gained 100% more visitors per month all referred by organic searches or social media. We are still reaping the benefits! We’re more confident in the way our site looks. The website is easier to navigate as well, and we’ve gotten fewer inquiries about troubleshooting.

How did Markitors perform from a project management standpoint?

Their project management is strong. We always heard back quickly when we had questions. They were very organized. We mostly communicated via email, but we had conference calls as well. 

What did you find most impressive about them?

They made SEO easy to understand. The way they presented metrics and goals made it more clearcut for us. 

Are there any areas they could improve?

No. Every time we had a problem, they were always responsive and ready to fix whatever it was. 

BACKGROUND

Please describe your company and your position there.

Interior design services

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Markitors?

We wanted a professional looking website that was well optimized for search engines. The challenge was visually capturing our work while ensuring that the site would achieve visibility for our key terms.

What were your goals for this project?

To gain better SEO visibility.

SOLUTION

How did you select this vendor?

I personally know the founder very well. I couldn't imagine using any other SEO agency for our digital marketing needs.

Describe the project in detail.

Markitors designed and developed a WordPress website and optimized the site for SEO. They continue to support our SEO needs to help connect us with prospective customers looking for interior design services.

What was the team composition?

We work directly with their SEO specialists to help update the site with content, and to make minor changes to our website.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

We rank on the first page of Google for our target keywords. This has helped connect us with various clients over the years.

How effective was the workflow between your team and theirs?

Excellent. Success is measured by first page placements and new clients. We've seen evidence of both in our engagement.

What did you find most impressive about this company?

They are very responsive and analytical with their approach to SEO. Every decision they make is based on data.

Are there any areas for improvement?

They could potentially offer more services, like social media management or paid advertising services? Since they are 100% focused on SEO, some of the other areas of marketing that we'd like to use the for are not an option.

BACKGROUND

Please describe your company and your position there.

I am the Sales Director of the West for a national Managed Services Provider. We have over 1,700 employees with approximately $800 million in revenue.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Markitors?

I've always looked to the talented team at Markitors to help me build online presence and digital marketing awareness.

What were your goals for this project?

To be the cream that rises to the top in a very crowded industry.

SOLUTION

How did you select this vendor?

Word of mouth. Markitors continues to eat their own dog food. I conducted natural search for "digital marketing services" nationwide and they consistently appear on the first page.

Describe the scope of their work in detail.

If you are a small business looking for an SEO agency, then Markitors is the company you want to call. They've been a tremendous digital marketing asset to me over the years, and I recommend them any chance I get. I get bombarded by services claiming to give me the results that Markitors consistently delivers.

What was the team composition?

The entire team is well trained, responsive, and they get the job done.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

I have increased my LinkedIn presence from 2,500 to almost 26,000 professionals that fit my ideal client profile.

How effective was the workflow between your team and theirs?

They listen well and have become intuitive of my needs.

What did you find most impressive about this company?

I am blown away by their consistency, attention to detail, and the results that I continue to receive.

Are there any areas for improvement?

None. Nobody does it better.

BACKGROUND

Introduce your business and what you do there.

I work for the Myers-Briggs company based in Sunnyvale, California. We focus on psychometric assessments, HR tools, and personal/professional development tools for individuals, and my role is the director of product innovation and strategy.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Markitors?

We were trying to reevaluate how we were going to market and build awareness around our brand and products. We realized we needed expertise and extra hands to help us take advantage of newer digital channels.

SOLUTION

What was the scope of their involvement?

They primarily focused on SEO and paid search. That started with site audits conducted from an SEO perspective and then moved into keyword targeting, link building, content definition, and other SEO related activities. They also helped with measuring results on the backend to help us tailor our strategy to what was working and what wasn’t.

In terms of paid search, they primarily focused on ways to help us compete on Google and Bing, including competitive play so that we would show up in some of our competitors' search words as well.

What is the team composition?

Over the course of our engagement, we worked with a few different people. We started out with just the owner and founder, and over time the team grew around him and we worked with those people as well. In total, there were around three individuals partnering with us.

How did you come to work with Markitors?

They were referred to us by someone else in the industry, and we were really impressed by their knowledge and enthusiasm from the start. They brought some really solid suggestions to the table without having to be prompted, so we decided to move forward with them.

How much have you invested with them?

In total, we spent about $40,000–$50,000.

What is the status of this engagement?

The partnership ran from around June 2018–December 2019.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Our work with them was very successful. We had them come in and do a technical site audit and make some initial changes which resulted in almost immediate benefits. They shared everything in the form of the weekly report, which became monthly reports as they took on more responsibility.

In those reports, we saw really great improvement in pretty much all of our performance metrics, including bounce rate, time on site, paid performance, and things like that. We also saw a great ROI on our paid search investment, earning close to 250% of what we put in.

How did Markitors perform from a project management standpoint?

Depending on where we were in the project, we had a different point of contact on their side, but generally speaking the management and communication from them was very good. They delivered the reports over Google Docs, but we primarily communicated over phone or email, just because there wasn’t a tremendous need for hands-on management in the project.

What did you find most impressive about them?

They are really knowledgeable about what they do and worked hard to become experts in our industry so that their suggestions were relevant to what was going on in the market around us. We really appreciated the level of commitment and foresight that they demonstrated in becoming true partners with us.

In addition to that, even though we had a pre-defined contract for services and an SOW in place, they were very flexible in trying to figure out what would be the most impactful service at any given time. Depending on the results we were seeing in any given month, they would sometimes suggest other things we could do that didn’t fall within the scope of the engagement but were still very relevant to helping us develop the digital footprint we wanted in the end.

Are there any areas they could improve?

One thing we realized when we transitioned to the full-service shop was that there were some technical issues in the site that may have been skewing our data in terms of our performance.

In retrospect, we maybe didn’t get quite enough technical management to make sure that everything was set up optimally in the first place. That was really the only thing that could have been better in our work with them, and we are hoping to work with them again in the future.

Do you have any advice for potential customers?

Just be really clear up front what your business goals are so that everyone is on the same page about what you are trying to accomplish with the project. And exercise patience, because SEO is not a quick process no matter who you are working with.

BACKGROUND

Introduce your business and what you do there.

I’m the president and founder of an executive search firm. We work with organizations across the country to fill leadership roles.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Markitors?

We’re in an incredibly competitive industry. Markitors had helped others in the industry make a name for themselves and better position their companies. We wanted to find ways to stand out from the competition.

SOLUTION

What was the scope of their involvement?

I work with them on SEO, social media, and website development. They built my website in WordPress and continue to maintain it. We have blogging capabilities so I can regularly post relevant articles. For SEO, I had a list of some keywords I wanted to target, but they expanded upon that and made recommendations. Our social media is predominantly LinkedIn with some Facebook. We collaborate on what content to share. 

What is the team composition?

I have one primary point of contact. I’ve also worked with Brett (CEO) and Danielle (Technical SEO Manager). 

How did you come to work with Markitors?

Their track record of success with other companies in my industry and reputation made me want to work with them. 

How much have you invested with them?

We’ve spent between $50,000-$60,000. 

What is the status of this engagement?

We began our ongoing engagement with them in February 2018.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

The main metrics I look at are quality leads, and those have gone up since we started working with them.  

How did Markitors perform from a project management standpoint?

They’re highly communicative. I get an email every Monday and Friday where they ask for feedback and recommendations. I have no issues with them. 

What did you find most impressive about them?

They’re always looking to improve themselves as a resource. Every month or so, they come to me with new ideas for how to grow my business. They’re constantly evolving their approach. 

Are there any areas they could improve?  

I’m satisfied with what they’re doing. I don’t know if there are any specific areas for improvement. 

Do you have any advice for potential customers? 

I would challenge them by asking them what sets them apart from other digital marketing organizations. They focus more on small to medium-sized businesses. It’s more of a partnership than a digital marketing engagement.

BACKGROUND

Introduce your business and what you do there.

I’m the marketing manager for 365 Cannabis.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Markitors?

For the most part, we didn’t have any digital marketing footprint. After going through a big revamp of our website, we knew we needed SEO support so we hired them. 

SOLUTION

What was the scope of their involvement?

There are three different buckets of work they do for us: content creation, SEO, and PR. They use Google Analytics, Google Search Console, and Moz to track and implement different efforts. For content creation, they give us a content calendar with pieces our team needs to write and they then handle the editing. 

What is the team composition?

A few different people work with us, including their CEO, marketing manager, and their technical SEO director. Between 3–5 people assist us at any time. 

How did you come to work with Markitors?

I found them on Google after looking up the best SEO companies, and they were in the first page of search results. I figured if they were a small business capable of being on the first page of Google, they could help other small businesses do the same. 

How much have you invested with them?

We’ve spent around $15,000, so far. 

What is the status of this engagement?

We started working together in August 2019 and our engagement is ongoing. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

In the last six months, we’ve seen our search impressions go up by almost 400%, which is the biggest gain we’ve seen, so far. They’ve helped us secure over 30 different backlinks to our website, too. 

How did Markitors perform from a project management standpoint?

Their project management is top-notch—they’re really good communicators. Every week, they send up an update on the scope of work they’ve completed, including anything from 404 errors to content calendars. Monthly, they send us a big overview report of how our Google Analytics looks and what Google Search Console is reporting. 

What did you find most impressive about them?

The open lines of communication are my favorite part about working together. Even if something doesn’t fall into their scope of work that we’re curious about, they’re more than willing to share their knowledge. They’re really good teachers and are willing to help us out. 

Are there any areas they could improve?

There’s nothing I can think of for them to improve. 

Do you have any advice for potential customers?

Make sure your team is prepared. If your team isn’t prepared to meet their deadlines, you’re not going to get as much out of the partnership as you’d like.

BACKGROUND

Please describe your company and your position there.

We are an historic bed and breakfast, farm-to-table restaurant, and event venue. I am the general manager and am part of a team that handles our marketing and special events planning.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Markitors?

Website SEO optimization, periodic blogs, and other online marketing tools.

What were your goals for this project?

To optimize our online presence and competitiveness in order to boost sales.

SOLUTION

How did you select this vendor?

After reviewing several vendors who offer similar services, we chose Markitors due to their apparent expertise and communication skills.

Describe the scope of their work in detail.

They handle our search engine optimization and other services (blogs, website updates) related to increasing our online marketing presence.

What was the team composition?

I am not sure how many people are involved with maintain our account, but we have had consistent service with the president of the company and another member of their team.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

While our relationship with Markitors hasn't been very long, we have seen a positive result in terms of our domain authority and other indicators of online marketing success.

How effective was the workflow between your team and theirs?

They are easy to work with and work with our in-house marketing team to better market our company.

What did you find most impressive about this company?

Communication. They are timely and seem to put forth their best efforts in addressing our concerns and needs.

Are there any areas for improvement?

The quality of their work and the speed at which they make things happen has been impressive. We initially had issues with their not fully understanding our property and area, but when approached with this concern, they reorganized their efforts and team and have delivered better blogs and other materials.

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of The Lash Professional.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Markitors?

I have an e-commerce business where I sell lash extension products to salons and individual lash artists all over the United States and Canada. I also teach courses online and in-person. I hired Markitors because I do a lot of research on digital marketing. SEO is extremely important and I think a lot of my competitors really undervalue it, so I was looking for a company that I felt connected and cared for me.

SOLUTION

What was the scope of their involvement?

It started by me explaining my business, and we came up with ideas about what was important to focus on for SEO. A lot of time went into creating content that my consumers want and links that were valuable. We talk at least once a week but we really sit down and go into depth about our plans for the future at least once a month.

What is the team composition?

I’ve worked closely with five people, but I interact day-to-day with two people.

How did you come to work with Markitors?

I came across them because they’re very close to my headquarters. I’d worked for a big marketing firm in Scottsdale, Arizona but they weren’t as connected to my home. I just really connected with Markitors. I’m not just another client for them. Or, if I am, then they don’t make me feel like it.

How much have you invested with them?

I’ve spent around $50,000.

What is the status of this engagement?

We’ve been working together since October 2018.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

They send me a monthly report, and I can say that almost every single month we see growth. And the months where we don’t see it are because my industry can be slower at certain times. SEO is a long-term play, and I’m constantly building momentum. I stay with Markitors not just because I like them as individuals but also because they’re working hard to achieve my goals.

In the last year and a half, we’ve probably come to close to doubling sales because of their SEO. Our phones are growing and we have to try hard to keep up with our emails.

How did Markitors perform from a project management standpoint?

They’re great with deadlines and communication. I’m a little difficult to work with because I set very high expectations for myself, so that trickles down to everyone else. They go above and beyond to show me that they’re listening.

What did you find most impressive about them?

The owner is wonderful and very involved. For example, with the virus going on it’s really affected my industry, and he’s reached out to me to say that they were going to give me a complimentary month of SEO services. He showed me that we were in this together. I don’t just feel like a client; they actually care about what they’re doing.

Another thing is that I can communicate with them. A lot of big digital marketing firms will get back to you by the end of the day or the next day, but I get right-away communication from Markitors.

Are there any areas they could improve?

My only complaint is growth. Because they do such a wonderful job they’re growing rapidly, and I know, as a business owner, that it can be hard and stressful to keep up with that. I’m happy that they’re growing — they deserve it — but sometimes I feel they need more help.

Do you have any advice for potential customers?

Come to the first meeting prepared and know what results you want. They’re not mind-readers, and people mostly come in without feedback asking for a company to blindly make them money. Be able to vocalize what you want so Markitors has a fighting chance.

BACKGROUND

Introduce your business and what you do there.

We are an adoption agency that serves expectant parents and birth mothers, and then we also work with adoptive parents in almost every state. We're a nonprofit organization underneath the umbrella of a larger organization. My position at the agency is the program director.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Markitors?

We're a relatively new agency that opened in September of 2016. I'm a social worker, so I don't have a background in all of the marketing stuff. As I was developing the agency, our website developer said we really needed to have somebody work on our SEO so that we wouldn’t show up on the millionth page of Google.

SOLUTION

What was the scope of their involvement?

When we initially started, he was doing four SEO blog posts per month, two Facebook and Instagram posts per week, as well as Facebook ad campaigns, though we don’t do those anymore. They also managed our Google AdWords account and Ad Grants account in the beginning, but we’ve since done away with those because they weren’t producing. That wasn’t their fault though, because the cost per click is capped at $2 with Ad Grants and all the stuff we're going for is more than that.

They also make minor tweaks on our website as needed, but since our website is pretty new they haven't done any massive overhauls. If we want to add or subtract information, or we have new employees we want to add, they handle those content updates.

What is the team composition?

That’s fluctuated and changed over time, and, I believe, Brett has readjusted how they're structured over the years. For the last year or so, it's been pretty consistent though. I don't work directly with Brett anymore; I work with somebody named Nikitha (Director of Client Services, Markitors), who’s my main point of contact. Underneath her, or maybe her colleagues, are a social media person and a blog content person, but I don’t talk to them. They just give their stuff to Nikitha and Nikitha emails it to me for approval.

How did you come to work with Markitors?

Our website vendor’s price was out of our range, so I Googled “digital marketing,” and Markitors was the very first one to show up. I reached out and spoke to Brett (Founder and CEO, Markitors), but we weren't ready at first to commit to paying for the service. I had to convince my executive director of Brett’s value. He was super easy to work with and followed up with me without being too pushy. Once we opened and got the agency going, we did end up hiring Brett, and he and his team have been helping us these past three years.

We hired somebody local for a couple of months before I reached out to Brett, but I just wasn't feeling the love from them. Markitors seemed to value the work that we were doing rather than just wanting to put us in the top spot.

Additionally, the other group that we only worked with for a little bit was using all of these keywords that targeted the wrong part of our audience. We want to attract both adoptive parents and expectant mothers, and, almost any day, we’ll have more than 10 adoptive parents reach out to us without advertising. This other firm only targeted the adoptive parents, rather than the expectant mothers, who are much harder to connect with. They weren’t getting us the right kind of traffic. Brett was very in tune with what we needed and who our target audience was. And I really appreciated that about him.

How much have you invested with them?

At first, we were paying them $1,000 a month and then, as we've added some things, it went up to $1,500, at one point and now it's up to $1,950. The total is in the range of $25,000–$50,000.

What is the status of this engagement?

We’ve been working together since February 2017.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

This is probably true for any business, but adoption is a very cutthroat and competitive area. There's always, like I said, a plethora of adoptive parents but never enough moms who want to place their babies for adoption. As an example, the cost per click for “I want to give my baby up for adoption” is about $18, and it's a very, very hard to predict what expectant mothers will be Googling for.

We’re only three years old and our attorney recently told us that, based on our last fiscal year, we might be the largest agency in our state, and he works with a lot of adoption agencies. I attribute that to a lot of things, but very, very much so the long-term work that Markitors has done on our site.

How did Markitors perform from a project management standpoint?

I'd give them a 10 out of 10. Right now, they're functioning very well, but back in the day, I wasn't happy with some of the blog posts. I couldn’t get behind whoever the person was who was writing our blogs, but that person is no longer with them, and dealing with Nikitha directly, mostly through email, has been excellent.

She emails me an overview of what they did for us each week, as well as a more-detailed monthly summary of traffic on the site. It shows us if we went up or down, and if it went down, here's why we think it did and what we're doing to fix it. She's in perfect contact with me.

What did you find most impressive about them?

This system has worked out really well. Every once in awhile, there'll be a blog post that might be on a controversial topic, like abortion for example, since we do adoption. And so, they'll ask me if I want to have a call with the person writing it, and I sometimes will. They're more than happy to set up a call and do all that stuff. In fact, I'm usually the one not getting back to them with approvals, so they're hounding me about it. We have no complaints.

Are there any areas they could improve?

Nothing that stands out to me in a big way. Sometimes I wish—and this isn't really the scope of their work—that they would give us more suggestions. They could say something like “Hey, have you guys thought about getting more active on Google My Business?" Again, those kinds of suggestions aren’t in their scope of service, but I would love to hear more ideas.

Do you have any advice for potential customers?

Build a relationship with Brett because I think he's the foundation of having a relationship with them even though he's not part of the day-to-day work. I feel confident in their services because I have confidence in him.