Andrew McCauley: Hello, everybody! Welcome to Podcast No. 19 of Autopilot Your Business. y name is Andre! c"auley.

# am $%& of t'is podcast. (f course, # couldn)t do it !it'out t'e ot'er $%& and t'at $%& is comin* all t'e !ay from Australia. Hello, Heat'er Porter! Heather Porter: Hello, Andre!, in Palm +prin*s, "alifornia. Ho! are you, Andrew McCauley: # am a!esome. # am really loo-in* for!ard to today)s podcast because # am *oin* to call it .'e /ictionary 0dition but you are *oin* to call it somet'in* different, ri*'t, Heather Porter: # am *oin* to call it 1.'e 2eally "ool +tats .'at You Need .o 3no! About And W'at .'ey Are). .'is is too lon* actually. Ho! about 4ust 1"ool +tats). Andrew McCauley: Yea', 1"ool +tats)5 let)s call it 1"ool +tats for "ool People). Heather Porter: .'ere you *o. eac' time !e do one of t'ese. (ur intros are *ettin* even better and better

Andrew McCauley: # -no!, # -no!, ri*'t, Heather Porter: # 'ave a confession to ma-e to our listeners. Andrew McCauley: (', 'ere !e *o. Here !e *o. Heather Porter: Here !e *o, 'ere !e *o. Andre! and # 'ave started mar-etin* calls about our business and !e are actually usin* our podcast as an opportunity to force ourselves to researc' t'in*s t'at !e !ant to improve on our business. +o, !'at)s really *ood for your *uys is t'at all t'e stuff !e are *oin* to be s'arin* !it' you startin* ri*'t no! and in t'e future5 it)s so muc' ali*ned and to t'e point of really *ro!in* your business to t'e ne6t level because !e are usin* it on ourselves. Andrew McCauley: Yea'. You -no! !'at, # !as tal-in* to somebody today about !'at !e are doin* and t'at sort of stuff and t'ey said 7W'at ma-es you different,8 and # !as *oin* to t'in- about it and # t'ou*'t 7Well, # t'in- !e actually do !'at !e teac' people to do.8 +o many people are t'ere t'at are co!boys, t'ey are social media e6perts or t'ey are internet mar-etin* e6perts and # 'ate usin* t'ose terms, by t'e !ay, because # 'ate it, # 'ate it, # 'ate it but !'en you *o and loo- at some of t'ese people)s sites, you 4ust loo- at t'em and you *o 7You don)t 'ave a presence. You don)t 'ave a result. You are a social media e6pert and you 'ave no follo!ers. You don)t 'ave any follo!ers on .!itter. You don)t 'ave any You.ube videos8 or 7You are an +0( e6pert and your pa*e ranis e6tremely terrible.8 # sort of scratc' my 'ead and t'in- 7W'at)s missin* 'ere,8 # *et t'e concept of 'avin* a plumber !'o 'as a lea-y tap at 'ome5 'e is *ood at plumbin* every!'ere else but 'e doesn)t do 'is o!n plumbin*. # *et t'at concept because !e all suffer from t'at as !ell but t'ere is a standard you 'ave *ot to 'ave. You 'ave *ot to be able to !al- your tal-. Heather Porter: .'ere is and also # *uess communicate t'at -no!led*e t'at you 'ave and !'at you are constantly doin* to improve yourself as !ell. # t'in- tryin*
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to pus' your -no!led*e on ot'er people rat'er t'an say you -no! 7.'is is 'o! # am usin* it in my business8 and demonstratin* t'at is so important t'ese days !it' everyt'in* t'at you do. Andrew McCauley: Yea', yea', you are re ri*'t and, as you said at t'e start, !e are doin* mar-etin* meetin*s and al!ays t'in*s t'at !e tal- about on our podcast, you !ill see evidence of us doin* t'at. We !ant to ma-e sure t'at !e are doin* t'at because t'ere is not'in* li-e doin* it first, t'en tal-in* about it or teac'in* it later because t'en !e 'ave t'e e6perience to say 7.'is is !'at !e 'ave done8 and often times !e 'ave been doin* t'is a lot of times already for a lon* time but t'is ne! concept t'at)s comin* out, not ne! concepts but 4ust concepts !e 'aven)t been doin* as muc' as !e s'ould 'ave t'at !e are no! sayin* 7Well, let)s *o and do t'em and ma-e sure t'at !e are seein* results first and t'en !e can tal- about t'em on our podcast, in our ma*a>ine or on our blo* post and so on.8 Heather Porter: Yea' and you -no! !'at)s e6citin* about t'is is t'at !e are very creative, you and #. # mean, !e are typical sort of entrepreneurial mindset, creative. We !ant to do t'e mar-etin*. We !ant to do all t'e fun stuff and most of t'e *uys listenin* to our s'o! are t'e same !ay as us. +o, !'en !e are *oin* to tal- about statistics t'at you *uys need to be a!are of, !e are *oin* to talabout t'em and ma-e t'em really fun because !e !ill try up and die of boredom if !e don)t. +o, literally !e are *oin* to ma-e t'is so applicable and understandable to you and your business and !'y you are *oin* to love t'ese numbers. We !ill !al- you t'rou*' t'em so you really come out t'e ot'er side *oin* 7Wo!! # didn)t -no! t'at t'ese !ere in e6istence and also t'at # really need t'em and # !ant t'em.8 Andrew McCauley: Yea'. +o, before you turn off, before you turn off, stop, stop. W'at !e are *oin* to do is !e are *oin* to tal- about !'at are t'e actual -ey performance indicators, if you li-e, if you come from a corporate bac-*round ? # 'ate t'ose 3P#s ? but !'at are t'e -ey indicators for you t'at you s'ould start loo-in* at in your !ebsite. No!, !'et'er you 'ave *ot a !ebsite t'at)s 4ust a 'obby or a !ebsite t'at)s for your business, t'ere are some t'in*s you *ot to start loo-in* at and !e are not *oin* to *o into dept' in t'ese, !e are not *oin* to talabout t'ese in dept' in t'is particular podcast, t'is edition today. We !ill *o into t'is furt'er in t'e ne6t fe! podcasts because !e 'ave identified t'at t'is is pretty important and !e !ant to tal- about and !e are *ettin* people as-in* us all t'e time but !'at !e did !ant to do in t'is podcast is !e are *oin* to *ive you seven, # t'in-, seven -ey t'in*s t'at you s'ould loo- at and !'at !e are *oin* to do is e6plain !'at t'ose -ey t'in*s sort of are so t'at at least you *et an a!areness of t'em. (nce you 'ave *ot t'e a!areness, t'en !e can delve into t'em deeper do!n t'e trac- and you can do a little bit more researc' as !ell. Heather Porter: 06actly, e6actly. +o, !e !ill define t'em on t'is episode and # -no! you are *oin* to love it. +o, let)s *et stuc- in !it' t'e first one, s'all !e, Andrew McCauley: 9et)s ma-e t'is fun. You promised t'em. Here !e *o. Heather Porter: Alri*'t, !e are *oin*. We are *oin* for it. *oin* to tal- about is somet'in* called 1"lic-<t'rou*' rates). @irst one !e are

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Andrew McCauley: bac-.

1"lic-<t'rou*' rates).

Already # can see some eyes rollin*

Heather Porter: =oin* 7(', borin*!8 but it)s e6citin* and t'e reason !'y is t'is is actually a statistical !ay of seein* if people actually li-e you, if t'ey are actually !antin* to en*a*e !it' you and listen to more of !'at you are sayin* and t'ese can be found in a couple of places, can t'ey not, Andrew McCauley: Absolutely, yea'. Heather Porter: # mean, # !ill tal- about t'e first one t'at # -no! about of course is t'rou*' an e<mail. .'ere are so many of t'em but let)s start !it' t'e e< mail one. #f you send an e<mail out to people, you are *oin* to !ant to -no! if somebody is *oin* to en*a*e t'at e<mail. +o, !'enever you are doin* a mar-etin* e<mail, you al!ays put a lin- inside your e<mail li-e 7"onnect !it' me 'ere8, 7=o do!nload t'is free boo-8, 7=o listen to my music 'ere8, 7"'ec- t'is out8 and t'en you lin-s t'ose !ords to a !ebpa*e or somet'in* t'at you are doin* online. #t could even be one of your social media accounts. +o, a clic-<t'rou*' rate is actually !'en somebody *oes from your e<mail and t'at lin- and *oes t'rou*' to anot'er place online t'at you are sendin* t'em to. +o, let)s say !e send a 'undred e<mails and 1% people clic- on t'at lin- on your email. .'en you !ould 'ave a 1%& clic-<t'rou*' rate of your e<mail and t'at)s 4ust e<mails. W'at else is t'ere t'at !e can 'ave clic-<t'rou*' rates on, Andrew McCauley: Before !e *o on, let me tal- about t'is Auic-ly. You created a !ebsite, you !ant people to come, you !ant traffic to *et to your !ebsite, it)s all e6citin*, you 'ave follo!ed t'e rules and somebody said 7put out an e<boo- and put in an opt<in form8, !e 'ave spo-en about 'o! to do t'at before in our podcast. +o, you 'ave done all t'e ri*'t t'in*s. You 'ave collected t'eir e<mail and t'eir name and address. No!, you 'ave *ot t'eir e<mail address. .'en you send out an e<mail and if you send out an e<mail and everybody loo-s at !'at you are sendin* or !'at you are tellin* t'em or as-in* t'em to do, t'en it almost becomes a !aste of all of t'at effort t'at you 'ave done in t'e previous fe! steps. +o, if you are !or-in* so 'ard to *et all t'at stuff and t'at information or*ani>ed on your !ebsite, you 'ave paid somebody money to create t'at if you can)t do it yourself and you *et to t'e point !'ere 7(-ay, # am *oin* to send t'em out somet'in* t'at # !ant t'em to buy or # !ant t'em to *o and loo- at or a ne! blo* post t'at # 'ave 4ust created8 and nobody does it, t'en all of a sudden you 'ave 4ust !asted all t'at ener*y in *ettin* somebody to do absolutely not'in*. Heather Porter: And t'at)s !'y it)s so important to understand t'is particular statistic because, li-e you said, if you 'ave spent $ 'ours !ritin* a blo* post, !ritin* an e<mail, sendin* t'at e<mail out, puttin* t'at in your e<mail system and doin* all t'e t'in*s you need to do and one person out of a 'undred clic-, is it !ort' it, Are you doin* t'e ri*'t t'in* to en*a*e !it' your client, Andrew McCauley: Absolutely. +o, t'at)s !'y it)s so important to loo- at t'at fi*ure. No!, as # said, !e are *oin* to *o into t'at in anot'er edition of t'is podcast but 4ust -no! t'at t'at)s t'ere5 it)s somet'in* t'at you s'ould be a!are of. (-ay, so t'e ot'er clic-<t'rou*' rate t'at you can loo- at is in your =oo*le or*anic searc' results. +0( is a bi* t'in* and it)s ever c'an*in*, ever evolvin* and if you do all t'e !or-, all t'e +0( !or- t'at !e 'ave spo-en about, puttin* t'e
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*reat content on your site, *ettin* all of t'e ri*'t -ey!ords in place and all t'at sort of stuff, you *et to no. 1 on your or*anic searc' results, your site is up t'ere but nobody clic-s on it, t'en once a*ain you 'ave !asted all t'at effort in *ettin* to t'at particular position, ri*'t, +o, !'at is it t'at actually ma-es people clic- on t'at no. 1 position versus no. B or C. #t)s all *ood 'avin* no. 1 position but it doesn)t mean automatic clic-<t'rou*' rates. Heather Porter: And 4ust also to elaborate, # *uess, a little bit about t'at, t'e or*anic searc' results, all t'at really means is if somebody *oes to =oo*le and say you are a plumber and t'ey type in 1+an /ie*o plumber), for e6ample, t'en it)s your listin* t'at comes up first. .'at)s !'at !e mean by an or*anic searc' result ? somebody types in -ey!ords or a p'rase of !ords to find your site and t'en your site pops up in =oo*le. +o, t'at)s !'at t'ose searc' results are all about. Andrew McCauley: +o, t'at)s searc' result clic-<t'rou*' rates. +o, !e 'ave spo-en about searc' results clic-<t'rou*' rates and e<mail mar-etin* clic-<t'rou*' rates. .'ere are a couple of ot'ers t'at are around t'ere but t'ey are t'e t!o ma4or ones t'at # t'in- !e really s'ould 4ust *ive people an overvie! of !'at a clic-<t'rou*' rate is and 'o! it can be found in your !ebsites and in your mar-etin*. Heather Porter: #f you t'in- about it, it)s from cold traffic, people t'at find you online on searc' en*ines t'rou*' to people t'at you already 'ave on your database. +o, t'at)s !'y loo-in* at it from t'ose t!o perspectives is really important ? are you en*a*in* ne! traffic and are you *ettin* people to ta-e action !it' you t'at are already on your list, Andrew McCauley: Boom! .'ere)s no 1. Heather Porter: Yes, e6citin*. +o fun, isn)t it, Andrew McCauley: #t)s a!esome. Heather Porter: #t is actually. #t)s ama>in* because !'en you start to loo- at t'is stuff, you are *oin* to be blo!n a!ay and you !ill literally *o 7Wo!! # am !astin* so muc' time over 'ere !'en # s'ould be loo-in* at stuff over 'ere instead.8 Andrew McCauley: Yea', yea'. (-ay, alri*'t, let)s *o loo- at no. B. W'at)s t'e ne6t important metric t'at !e s'ould be loo-in* at, Heather Porter: (pt<in rates. Andrew McCauley: (pt<in rates. You -no!, # still type in 1opt in) and it still comes up in a Word doc as a misspelled !ord. Heather Porter: Yes, must not be real !ord yet. Andrew McCauley: #t must not be real 4ust li-e 1!ebinars) on a Word doc. (pt<in rate, !'at)s an opt<in rate, .ell us !'at an opt<in rate is and t'en !e can discuss t'at.

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Heather Porter: We recently tal-ed in one of our past episodes, actually t'e one before t'is about funnels and !e are *oin* in dept' about opt<in forms or t'e forms t'at are on your !ebsite !'ere you collect somebody)s contact details in e6c'an*e for a freebie or a ne!sletter or somet'in* li-e t'at. +o, !'at t'at is is basically an opt<in rate of course is if somebody sees your form and if t'ey are actually fillin* it out and optin* in. +o, if you 'ave a !ebpa*e !it' a form and 1% people come to t'at pa*e and one person actually fills out t'e form, t'en you 'ave 1& opt<in rate of t'at particular opt<in form. Andrew McCauley: 2i*'t, ri*'t, yea' definitely and t'ere is a number of !ays to really increase t'at and # t'in- t'at can al!ays be its o!n little podcast because t'ere is a !'ole bunc' of small factors and also lar*e factors t'at !ill increase your opt<in rate. +o, opt<in rate is a metric and you s'ould definitely 'ave an opt<in from t'e outset. You s'ould 'ave an opt<in some!'ere on your !ebsite. #n fact, you s'ould 'ave it in multiple places on your !ebsite. #f you don)t t'en you are 'avin* all t'ese visitors come alon* and you don)t even -no! !'o t'ey are because t'ey !ill leave and you !on)t 'ave a c'ance to connect !it' t'em. +o, an opt<in form on your site or multiple opt<in forms on your site is imperative t'ese days. Heather Porter: #t really is. #t is and you can do little t!ea-s over time to improve t'at opt<in rate or t'e amount of people t'at opt in !it' you. #t)s not 'ard. # mean, once you 'ave t'e form, you 'ave t'e form and you 4ust do a little minor t!ea-s and ad4ustments on it and 'o! cool it !ould be if suddenly one day instead of *ettin* one person every day you no! 'ave $% people every day 4ust by doin* a couple of little t!ea-s of t'in*s t'at !e are *oin* to s'are !it' you in upcomin* episodes. Andrew McCauley: # mean *o from 1 to 1% is 1%%%& increase. Heather Porter: Yea', yea', it)s 'u*e. Andrew McCauley: And t'en combine t'at !it' t'e e<mail open rates t'at !e !ill tal- about later and all of a sudden it becomes a *ame of numbers and t'e numbers add up really, really Auic-ly !'en you combine all of t'is stuff to*et'er. Heather Porter: Well said, yea'. +ee, # am *ettin* e6cited. .'at)s !'en you start to t'in- 7Wo!!8 but t'is is really truly endless if you are loo-in* at 'o! you improve your searc' results and t'en 'o! you can improve your opt<in form, t'e compoundin* t'at starts to occur t'rou*'out t'is t'in* is 'u*e. Andrew McCauley: # t'in- 1compoundin*) is t'e -ey !ord. Heather Porter: Yea', definitely it is. Andrew McCauley: Alri*'t. +o, t'at)s opt<in rates. +o, !e *et t'e meanin* of !'at an opt<in rate is. W'at about e<main open rate, #s t'at different t'an !'at !e spo-e about !it' clic-<t'rou*' rate, Heather Porter: Yea', it is, it is because !it' every e<mail t'at you send out, t'ere are t!o -ey statistics t'at you !ant to loo- at and t'e first one of course

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bein* an e<mail open rate. +o, t'at)s if somebody actually opens your e<mail in t'e first place. Andrew McCauley: /oesn)t everybody open your e<mail, Heather Porter: Absolutely not. Andrew McCauley: W'at do you mean, #t)s from me, t'ey s'ould open it. W'at are you tal-in* about, Heather Porter: #t is, it is and you -no! !'at, # -no! you *uys, t'ese messa*es are ama>in* and you are sellin* *reat products but t'in- about you and your e< mails t'at you are receivin* in your inbo6. Ho! many of t'em do you actually open every sin*le day from mar-etin* t'at people are sendin* to you, #t)s slim and # -no! t'at t'ere are some of your clients lately t'at if !e are accomplis'in* a D%& open rate, t'at)s 'u*e and on top of t'at, if !e can *et 1%& of t'ose people to clic- t'rou*', !e are very e6cited. +o, to ta-e a Auic- step bac- on t'at a*ain, an e<mail open rate is !'en somebody actually *ets your e<mail in t'eir inbo6 and t'ey open it and t'ey actually are loo-in* at it !'ereas a clic-<t'rou*' rate is if t'ey clic- on a lin- inside your e<mail. Andrew McCauley: 2i*'t. +o, t'ey 'ave actually done t'e step of t'e first part !'ic' is open it and t'en *o into t'e ne6t step !'ic' is clic- t'rou*'. .'ere is a perfect e6ample of t'at compoundin*. #f you send out 1%% e<mails and only 1% people open it and t'en you 'ave a 1%& clic-<t'rou*' rate inside t'at, # t'int'at)s 1 person t'at 'as clic-ed on t'e lin- inside your e<mail out of 1%% !'ic' is pretty poor but let)s say you increase your open rate from 1%& to B%& and you don)t c'an*e your clic-<t'rou*' rate inside your e<mail and leave t'at at 1%&, you 'ave doubled t'e people t'at 'ave *one and clic-ed on t'at because it 'as *one from 1 to B people. Heather Porter: And t'at)s !'y t'ey *o open, you are loo-in* more alon* t'e lines for clic-<t'rou*' you are loo-in* more communicated somet'in* t'at)s so e6citin* t'in*. 'and in 'and. # mean, for an e<mail of t'e sub4ect in your e<mail !'ereas alon* t'e lines of 'as t'e e<mail t'at t'e person !ants to do t'e ne6t

Andrew McCauley: Yea'. # t'in- t'ere are a number of different factors t'at !ill increase your open rate and !e !ill tal- about t'ose too in a separate podcast but 4ust to *ive you an idea, # t'in- t'e industry standard ? correct me if # am !ron* ? and it depends on various industry but across t'e board if you 'ave *ot an open rate round about C%&, !ould you say, Heat'er, Heather Porter: Yea', # still say C%, yea'. Andrew McCauley: Yea', if you say C%&, so C out of 1% people open your e< mail, you are doin* !ell. Heather Porter: Yea', it)s true.

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Andrew McCauley: W'ic' is sad because you put a lot of effort into an e<mail, you 'ave a database of 'o!ever many you 'ave built and only C%&, less t'an a t'ird of t'ose people open your actual e<mail. Heather Porter: W'ic' is sad but it)s also !'y it)s so important for you *uys to not 4ust be doin* e<mail. W'en !e tal-ed about content publis'in* and !'y you !ant e<boo-s and podcasts ? # am not *oin* to *o off trac- but # am 4ust s'arin* !it' you *uys t'e fact t'at e<mail is one component of all t'is. +o, it is sad. #t is true, !e are all busy so t'at)s !'y you !ant to ma-e sure and communicate in a lot of different !ays. Andrew McCauley: #t is t'e !ay it is. Bac- 1%<1B years a*o or 1$ years a*o !'en you !ould *et e<mail it !as li-e 7Wo!! # am *oin* to open it8 and t'e open rates !ere li-e 9$& ? 7# 'ave *ot to open in because someone sent me an e<mail. (', t'ey 'ave even *ot my name at t'e front of t'e letter. .'ey are tal-in* to me.8 No!, !e all *et it t'at ? 7/ear Andre!E8 Heather Porter: #t ma-es you t'in- about t'at movie !it' Mail. Andrew McCauley: Yea', yea'. Heather Porter: .'ey made a !'ole movie off of it. Andrew McCauley: +o, no! most people in t'e !orld reali>e t'at even if it)s 7/ear Andre!8 at t'e front of it or in your case !'atever your name 'appens to be but if it)s 7/ear8 your name, it)s li-e really not t'at personable anymore. .'at)s part of t'e reason !'y you see a lot of e<mail mar-eters t'ese days, a lot of mar-eters, bi* mar-eters are not even !astin* t'eir time as-in* for person)s first name anymore because t'ey are never *oin* to use it. We 4ust !ant your e<mail. +o, any!ay, !e di*ress. Heather Porter: +o, t'at)s all about e<mail open rates and !'y t'at)s important for your *uys to -no! because if t'ey are not *oin* to clic-, if t'ey don)t open. Andrew McCauley: "orrect. Alri*'t. +o, t'at)s e<mail open rates. W'at)s t'e ne6t bi* metric t'at !e s'ould loo- at, Heather Porter: Website conversion rates and # -no! !'en you and # are 4ust tal-in* about t'is !'ere !e 'it 1record) on t'is podcast, # li-e your an*le on t'is. .ell me a little bit more about !'at you !ere tellin* me about. 9et)s start from t'e 'omepa*e. #f you *o on to t'eir !ebsite 'omepa*e, !'at !ould a conversion be if you 'it a 'omepa*e of somebody)s !ebsite, Andrew McCauley: (-ay. +o, !'at a conversion rate essentially is ? many people *et t'is !ron* and t'ey t'in- 7Well, it)s convertin* into a sale8 because ultimately t'at)s !'at you !ant people to do is buy somet'in* from you ? but !'at realistically a conversion rate is is t'at you are *ettin* somebody to do somet'in* t'at you !ant t'em to do and ultimately t'at could be a sale but it also could be ot'er t'in*s li-e fillin* in a lead *eneration for or fillin* in a strate*y session form, !atc'in* a video t'at you may 'ave on your site. .'e purpose t'at you !anted t'em to *o to your !ebsite in t'e first place !as to !atc' a 1'o! to) or an
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e* 2yan Youve Got

instructional video. +o, t'at)s a conversion5 you are convertin* t'em from bro!sin* to doin* somet'in* t'at you 'ave as-ed t'em to do. Heather Porter: +o, if t'ey *o to 'omepa*e, t'e standard conversion !ould be fillin* in an opt<in form, !ouldn)t it, Andrew McCauley: #t could be an opt<in form t'at leads to a !'itepaper or a ne!sletter or it could even be 4ust simply clic-in* on a promotional banner. 9et)s say you 'ave *ot an upcomin* event !it' a bi* banner sayin* 7"'ec- t'is out8 and you are *ettin* t'em to clic- on t'e banner 'opin* t'at once t'ey clic- on t'at banner, it !ill ta-e t'em to a sales pa*e or an event t'at you may 'ave. .'at)s a conversion ? you are convertin* t'e visitor, a bro!ser to somebody !'o 'as ta-en action by clic-in* on t'e banner and *oin* to your event pa*e. Heather Porter: +o, you could 'ave numerous points !'ere people could convert, so to spea-, on your !ebsite all over. Andrew McCauley: Absolutely, yea'. Heather Porter: +o, t'ey could convert by clic-in* on your menu by fillin* out a form, by !atc'in* a video. +o, you !ant your site to essentially be a conversion mac'ine, is t'at ri*'t, Andrew McCauley: We !ill tal- about a t'in* !'ic' is a site trac-er and bounce rate in a fe! minutes but you !ant everyt'in* on your !ebpa*e, your 'omepa*e, every pa*e you 'ave *ot actually to be leadin* t'em to do somet'in* else on your site. .'e more you can 'ave t'em do t'in*s on your site, t'e more t'ey are *oin* to *et to -no! you, li-e you and trust you and say 7Hey, you -no! !'at, every time # *o to t'is site # see somet'in* ne!, it)s valuable, # am really e6cited. Hey, t'ey 'ave *ot somet'in* for sale. (-ay, it)s only $% dollars, # !ill buy it8 or 7#t)s a 'undred dollars5 # !ill buy it.8 9et t'em ultimately -no! !'o you are, you are offerin* value to t'em as a visitor and t'en t'ey !ill say 7#t)s a no<brainer. # already -no! 'o! muc' value you 'ave *iven me by visitin* your site. # !ant to stic- my 'and in my poc-et and *ive you some cas'.8 Heather Porter: =reat. +o, basically, in layman)s terms you 4ust !ent to describe it as somebody comes to your site and t'ey do somet'in*. Andrew McCauley: /o somet'in*, do somet'in*. "onversion rate eAuals do somet'in*. /o somet'in* apart from leave. /o somet'in* t'at you !ant t'em to do, ri*'t, Heather Porter: # am 4ust *oin* to say one t'in* on t'at point actually because so many times !e said to people 7.ell us about !'at people do on your !ebsite8 !'en t'ey first come to us, !e say 7W'at do t'ey do, Ho! many people come to your !ebsite,8 and t'ey are li-e 7# don)t -no!.8 Andrew McCauley: .o be 'onest !it' you, in all of t'e 'undreds of clients t'at you and # 'ave 'ad, # don)t -no! if !e 'ave 'ad anyone t'at 'as actually *iven us an ans!er t'at t'ey -no!.

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Heather Porter: #nitially, off t'e bat, no and t'is is one of your absolute most important t'in*s because if you don)t -no! !'at people are doin* on your !ebsite or if t'ey are actually doin* anyt'in* on your !ebsite, 'o! are you *oin* to -no! 'o! to improve your !ebsite, Andrew McCauley: #f you 'ad a bric-s and mortar business, let)s say it !as a clot'in* s'op and you open t'e doors and you 'ad an assistant t'ere to loo- after your s'op for t'e day and you !ent a!ay and you come bac- at t'e close of business and you said t'e assistant 7Ho! many people came t'rou*' t'e door,8 ? 7# don)t -no!.8 7Ho! muc' money did !e ta-e,8 ? 7# don)t -no!.8 7/o you remember seein* anybody in t'e store today,8 ? 7# can)t remember.8 7W'at do you mean you can)t remember, Were you even 'ere,8 ? 7# t'in- # !as. Yea', # am sure # !as but # do not remember seein* anybody, # couldn)t tell you if anybody came in, # couldn)t count t'em and # 'ave no idea if t'ere is any money in t'e store today.8 # am sorry, it)s blunt and !e are all *uilty of it ? # 'ave *ot my 'and up ? so !e are *uilty of doin* it but t'in- about it as a business li-e !'at are your numbers, !'at are you really doin* if you !ere to *o and sell t'is business tomorro! and t'en an investor said 7W'at are your numbers,8 and you didn)t -no!, t'ey !ould be li-e 7Fmm, # don)t t'in- # !ant to buy it because # am buyin* an un-no!n Auantity 'ere.8 Heather Porter: And Auic-ly on t'at point because # 'ave trained myself no! every sin*le mornin*, # start off my mornin* !it' my cup of tea and # *o into eac' of our main !eb properties and # actually loo- at !'at)s *oin* on !it' t'e traffic. # loo- at !'at t'ey are clic-in* on. # loo- at !'at pa*es t'ey are spendin* time on and !'y t'at)s e6citin* is because it actually s'o!s me !'at people t'in- of us. .'e pa*es t'at t'ey stay on and !ant to learn more about is !'at our mar-et)s doin* li-e t'is is !'at t'ey !ant and t'is is e6actly !'at tells us !'at to create more about and it)s suc' a 'u*e time saver because t'ey !ere not tryin* to create articles and content because !e t'in- !e are supposed to be. We are actually doin* it because !e -no! e6actly !'at t'e people !ant more of because t'ey are already 'an*in* out t'ere. Andrew McCauley: +o, let me as- you a Auestion on t'e flipside of t'at. You it)s e6citin* and t'at sort of stuff. (nce a*ain, # put my 'and up and say # *uilty because # 'ave 'ad !ebsites t'at s'ould be doin* better t'an !'at t'ey and t'ey are not. W'at do you say to people !'o are a little scared to actually t'e true lac- of numbers t'at are on t'eir !ebsites, W'at do you say to t'at, say am are see

Heather Porter: # al!ays say 'ave you ever as-ed somebody or your 1% closest friends to describe you in t'ree !ords, Andrew McCauley: No, because # am too scared of t'e results. Heather Porter: #t)s actually a !onderful e6ercise because !'at you !ill find is t'at you are muc' more impressive t'an you ever t'ou*'t you !ere, you really do. You *et descriptions bac- about yourself from your friends and you are t'in-in* 72eally, .'at)s !'at you t'in- about me,8 You are *oin* to find t'at t'e same t'in* is *oin* to 'appen if you start to loo- at your data. You are *oin* to t'in72eally, .'ey are readin* t'at article, .'ey are readin* t'at article about my split and my past relations'ip !'en # am actually tal-in* about 'o! to lose !ei*'t but t'ey !ant to -no! more about t'at, 2eally, Ho! ama>in*!8 +o, it)s not
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confrontin* really5 it actually -ind of pats you on t'e bac- and says 7Well, # -no! more t'an # t'in- # -no!.8 Andrew McCauley: Yea', you -no! !'at # 'ave discovered !it' t'at sort of stuff ? and !e are !ay off topic ri*'t no! ? !'at # discovered about t'at is if # *o into my analytics and loo- at !'at people are actually searc'in* for, t'ere is a post t'at # !rote t!o years a*o t'at)s ? o-ay, # am tal-in* about a couple of posts t'at are Auite old but t'ey are still t'e no. 1 post t'at people are searc'in* for and # am *ettin* results for. # am li-e 7.'at !as a t'ro!<a!ay post.8 #t !as a post t'at # !rote because # needed to add some content to my site and # didn)t put a lot of effort into it bac- t'en but no! people are li-e still searc'in* for t'at # am *ettin* comments and t'e most vie!s li-e =oo*le Analytics tool tells me 7.'is is t'e most vie!ed post8 every mont' and # am li-e 7Wo!!8 +o, t'at tells me 7Hey, if t'at)s !'at people are loo-in* for, *ive t'em more of t'at. /on)t *o and reinvent t'e !'eel, don)t *o and create a ne! topic. =o bac- and reinvesti*ate !'at t'ey are tal-in* about, !'at t'ey are loo-in* for and t'en add to t'at particular topic because if t'at)s !'at t'ey are loo-in* for, *ive t'em more of t'at.8 Heather Porter: Wit' all t'ese statistics, t'at)s e6actly !'at !e are tryin* to tell you *uys is e6actly t'at you do not 'ave to spend more time tryin* to invent t'e !'eel and come up !it' ne! stuff. You already 'ave everyt'in* at your fin*ertips. You 4ust 'ave to read it better so you -no! 'o! to fine tune and *ive more of t'at to t'e mar-et. Andrew McCauley: Yes. Alri*'t, !e are pretty muc' done !it' t'at topic. # am *oin* to do a podcast on eac' of t'ese topics. W'at do you t'in-, Heat'er, /o you !ant to do t'at, Heather Porter: # !ould love to. We 'ave seven of t'em and !e !ill *o t'rou*' eac' one of t'em and actually tal- to you *uys specifically about 'o! to improve t'em, really *o into it. Andrew McCauley: Yea', *et t'e best results from t'em because !it'out bein* too tec'ie, !e *ot some really cool an*les and ideas about t'at and proven test results too. Heather Porter: Yea', it !ould be fun. +o, let)s *o into t'e ne6t statistic. .'e ne6t one is t'e avera*e time spent on your !ebsite. Andrew McCauley: Yea'. No!, !'y is t'e avera*e time spent on your !ebsite important, #f you *et people comin* to your !ebsite, isn)t t'at t'e best t'in* you need to -no!, Heather Porter: No because if somebody comes to your !ebsite and t'ey leave immediately, t'en it means t'at you are not *ivin* t'em !'at t'ey !ant and t'at is eit'er because t'ey found you on =oo*le and t'ey 'ave clic-ed t'rou*' to your site and !'atever you 'ave !ritten on t'ere, =oo*le searc' results is not actually matc'in* !'at you are deliverin* on your site or if t'ey come to your site and it)s eit'er unprofessional or t'ey cannot find !'at t'ey are loo-in* for, it)s laid out in a bad !ay and t'ey leave because t'ey are confused. (ne ot'er Auic- t'in* on t'at too is t'at it)s also very, very important for t'e searc' en*ines and +0( or searc' en*ine optimi>ation and t'e reason !'y is t'at searc' en*ines li-e =oo*le are
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sayin* 7#f people are 'an*in* out on your site for lon*er amount of time, t'en it must be valuable and t'en # am t'erefore *oin* to *ive you precedence in t'e searc' en*ine listin*s for -ey!ords.8 Andrew McCauley: # !as *oin* to as- you about t'at. # !as *oin* to say 7+o, is t'at a bi* deal to anybody else,8 and # am *lad you ans!ered t'at. Heather Porter: +earc' en*ines tell you from a personal perspective 7Are you *ivin* t'em *ood value, can t'ey find !'at t'ey are loo-in* for and are t'ey 'an*in* out !it' you more,8 because if t'ey are on t'ere for a !'ile, c'ances are t'ey are actually *oin* from pa*e to pa*e and for searc' en*ines, it)s t'e same t'in*5 it)s sayin* 7You 'ave a !ort'!'ile site t'at)s valuable and consistent and people can find !'at t'ey are loo-in* for.8 Andrew McCauley: Yea', 4ust out of interest, if you 'ave a loo- at t'e ? and you can find t'is from =oo*le Analytics once a*ain !'ic' is a free tool, you can put on any !ebsite t'at)s out t'ere ? if you 'ave a loo- at t'e avera*e time on t'e site and you 'ave an avera*e time of let me say only C or D minutes, let me tell you t'at)s e6tremely *ood. Heather Porter: Yes it is. Andrew McCauley: .'at)s e6tremely *ood. .'e site !it' t'e lon*est time spent by anybody on it currently and 'as been for t'e last four years is @aceboo- and t'at is absolutely leadin* it by a country mile and for t'ose of you in t'e +tates, a country mile is a very, very lon* !ay. # am not sure !'at t'e ne6t most spent time on site is but # -no! t'at @aceboo- is somet'in* li-e DG or $% minutes, almost an 'our of everyone)s day spent on @aceboo-. .'e ne6t nearest one is probably ? # am *oin* to *uess, it is a complete *uess ? but it)s probably less t'an 1% minutes. +o, if your avera*e time on site is B<C minutes, you are doin* really, really !ell. Heather Porter: Yea', you are. Andrew McCauley: And !'at t'at basically says is t'at you are -eepin* people t'ere, you are -eepin* t'em en*a*ed ? every visitor, mind you5 t'is is not 4ust t'at one person 'as spent t'at muc' time5 it)s every person avera*ed out over a period of BD 'ours ? is comin* alon*, loo-in* at your site, t'ey are *oin* to your 'omepa*e, t'ey are loo-in* at some blo* posts t'at you put out t'ere, t'ey are loo-in* at some ot'er pa*es t'at you put up, some videos t'at you may 'ave on t'ere. +o, your avera*e time is increased by people doin* t'at sort of stuff and, as you said, t'e searc' en*ines, =oo*le 4ust love t'at people spend more time on t'e site because it tells t'em t'at t'ey 'ave done a *ood 4ob, t'ey 'ave served up searc' results, t'e person 'as clic-ed on t'at lin- as a searc' result, t'ey 'ave *one to your site and t'at)s e6actly !'at t'ey are loo-in* for because t'ey 'ave spent a bit of time loo-in* around t'e site and *ettin* t'e information t'ey need. Heather Porter: Yup, !ell said. 9ove it. +o, t'at)s time spent on site. Andrew McCauley: .'at)s time spent on site. (-ay, so t'ere are t!o t'in*s left # t'in-. 9et)s tal- about bounce rates because bounce rates are almost connected to time on site. #n fact, t'ey are t'e inverse of time on site almost.
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Heather Porter: +o, in layman)s terms define bounce rate. Andrew McCauley: You !ill 'ear t'is term bounced around a lot. You !ill 'ear t'is term used a lot ? a bounce rate. No!, !'at a bounce rate is is basically !'en somebody *oes to your site and after loo-in* at your site t'ey leave your site and do not interact !it' any ot'er pa*e or anyt'in* else on t'at site. .'ey 'ave only *one t'ere once and t'ey 'ave bounced off. #t)s basically a one<pa*e !onder ? *one in and t'ey 'ave left. No!, t'e problem !it' t'e bounce rate is t'at =oo*le !ill loo- at it and say 7Well, !e directed people to your site, t'ey 'ave *ot t'ere, t'ey 'ave loo-ed around, t'ey 'ave eit'er done one of t!o t'in*s ? t'ey 'ave eit'er found e6actly !'at t'ey are loo-in* for on t'at e6act pa*e and t'en left or t'ey 'ave loo-ed at t'e pa*e and t'ou*'t 7F'! .'is is not'in* !'at # !as loo-in* for. 9et me *et out of 'ere.8 No!, a 'i*' bounce rate of 1%%& means every visitor t'at *oes to your pa*e leaves !it'out loo-in* at any ot'er pa*e. Hery rarely !ould you *et 1%%& bounce rate. You !ill 'ave maybe 9%s, 9$s, 'i*' G%s sort of t'in*. #f you can *et a bounce rate of around I%&, t'at)s *ood but let me tell you of situation t'at is o-ay to 'ave a 'i*' bounce rate and t'at)s if you 'ave *ot a sales pa*e and you are directin* traffic to a particular sales pa*e and you !ant t'em to one t'in* and one t'in* only and t'at)s opt in or si*n up but ordinarily t'ey !ould often *o to anot'er pa*e on your site li-e a 1.'an- You) pa*e after t'at si*nup pa*e. +o, t'erefore, your bounce rate !ouldn)t -ic- in but you mi*'t 'ave a pa*e t'at is a video, let)s say it)s an information pa*e, an information broc'ure style pa*e !'ere you are tal-in* about a specific piece of information, people come to t'at site, t'ey read t'e information and t'en t'at)s !'at t'ey !anted, t'at)s e6actly t'ey needed, t'ey don)t need to -no! any more about your site, t'ey are leavin*. +o, t'ey leave. (ften you !ill find JKA sites !'ere you type in a Auestion in =oo*le, it)s li-e, let)s say, 7Ho! do # record a podcast8 and you mi*'t find a site t'at 'as all t'ese JKA)s. You mi*'t *o to t'at site, you found t'e ans!er you are loo-in* for and t'en you leave5 you don)t need to loo- at any ot'er Auestions because t'ey are not relevant to !'at you are doin*. Heather Porter: +o, 'o! does t'is actually t'en !or- for you and your business as far as understandin* t'e bounce rate and !'at do you need to actually -no! about it, Andrew McCauley: (-ay, *ood Auestion. +o, a bounce rate in =oo*le)s eyes, t'ey !ant to see t'at every one doesn)t 'ave a 'i*' bounce rate because =oo*le)s ultimate aim is to serve up t'eir clients !'ic' is every one t'at)s doin* t'e searc' on =oo*le, t'eir ultimate aim is to *ive you results t'at you are loo-in* for and if t'ey find t'at t'ey are *ivin* results to people and t'ey are *oin* to sites and t'ey are bouncin* off t'at site, one pa*e and t'ey are out of it, =oo*le t'in-s 7Well, # failed. # didn)t *ive t'at person t'e results t'at t'ey are loo-in* for.8 Heather Porter: +o, really, you are loo-in* for lo!er bounce rates overall but it)s o-ay to 'ave 'i*' rates in t'ereE Andrew McCauley: #t)s not *oin* to 'ave 'i*' rates but ultimately, # t'in-, probably G%& of t'e time you are not really *oin* to be 'avin* t'at sort of site. +o, aim for a lo! bounce rate. Aim for t'e lo!est bounce rate you can *et.

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Heather Porter: And, a*ain, do !'at you promise, deliver *ood content, and don)t mislead people !it' t'e 'eadline up at t'e top and t'en *oin* and start tal-in* about somet'in* else because t'ey are *oin* to be out of t'ere so fast. +o, 4ust be consistent !it' !'at you are deliverin*. Andrew McCauley: (nce a*ain, !e !ill do a separate podcast on t'is one alone. # 'ave *ot a list of B% t'in*s t'at you can really loo- at your !ebsite to decrease your bounce rate. Heather Porter: /ecrease, e6actly ri*'t. Well, so, let)s end up on t'e last one because, a*ain, !e covered t'is !it' t'e !'ole outcome of ultimately !antin* somebody to buy from you and no!, let)s say, t'ey 'ave *one t'rou*' t'e e<mails, t'ey 'ave opted in, t'ey 'ave clic-ed t'rou*', t'ey are on a pa*e, t'ey are !atc'in* your stuff and boom! .'ey *o to your sales pa*e and t'ey are ready to buy. .'ere is anot'er very, very, very important statistic !'ic' is called 1"art Abandonment 2ates). Andrew McCauley: Yes. Heather Porter: .ell me your funny story. .ell me your *reat story. Andrew McCauley: Well, cart abandonment rate ? as you said, t'ey 'ave *one t'rou*' t'e sales process, t'ey put t'eir name and t'eir e<mail address in and t'eir details and t'ey are ready to buy your a!esome super<duper product or service or !'atever or do!nload your info product and t'ey are *oin* to 'it t'at 1Pay) button and t'en all of a sudden, li-e a !isp of smo-e t'ey 'ave disappeared, t'ey 'ave 'it t'e 1L) button and t'ey are out of t'ere and t'is 'appens so re*ularly, so, so, so re*ularly but can you ima*ine if t'is 'appened in real !orld. #ma*ine *oin* to a +afe!ay or Albertsons or !'atever it is, a supermar-et, and you are *oin* around, you are doin* your s'oppin* up and do!n t'e aisle, you are fillin* your s'oppin* cart up and you *et to t'e c'ec-<out, you are in c'ec-<out and you put all your t'in*s on t'e conveyer belt and t'en you 4ust *o 7You -no! !'at, # don)t t'in- # !ant any of t'is8 and you 4ust run out t'e door and t'e poor *irl c'ec-in* you out is li-e 7W'at 'appened t'ere, W'y did you run out t'e door,8 .'at)s !'at cart abandonment is ? you 'ave done all t'e s'oppin*, you 'ave done 'ard !or- to *et people in t'e store, loo- for t'e product, purc'ase t'e product, put it in t'eir s'oppin* cart, !'eel it to t'e place !'ere t'ey are about to *ive you t'e money and t'ey 4ust disappear. Heather Porter: And so many people only pay attention to t'e actual money *oin* into t'eir PayPal account rat'er t'an t'e process be'ind *ettin* t'at money. Andrew McCauley: 06actly. Yea', it)s li-e same sort of scenario. .'e mana*er of t'e supermar-et loo-s t'rou*' t'is teller at t'e end of t'e day and 'e 'as a t'ousand dollars in and 'e t'in-s 7Wo!! .'at !as a *ood day8 but doesn)t reali>e t'at t'ere !as anot'er $%%% dollars t'at !as about to be purc'ased but people 4ust left t'eir carts and ran out t'e door. Heather Porter: 06actly. Andrew McCauley: W'y, Because maybe somet'in* simple. We 'ave *ot a !'ole list of different t'in*s t'at !e are *oin* to s'are !it' you about 'o! to
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decrease abandonment rate because it could be a !'ole bunc' of factors and some of t'em could be t'e littlest t'in*s but it could be 4ust t'ose t'in*s t'at are drivin* your current customers out t'e door !it'out payin* and leavin* all of your products on t'e s'elf. Heather Porter: Yea'. +o, !e are *oin* to s'o! you *uys in t'e future 'o! to put a stop to t'at and 'o! to improve your !'ole sales process on your !ebsite and t'at)s !'ere t'e real fun be*ins, isn)t it, Because !e are tal-in* money. Andrew McCauley: Yea'. .'ere are M items 'ere and if !e can improve eac' one of t'ose 4ust a couple of percent eac', B& eac'5 it)s not 1D& t'at !e increase it by or you increase your bottom line by, it)s basically B 6 B 6 BE do t'at for M times, !'atever t'at may be, it)s a lot of percenta*e t'at !e can increase your bottom line by 4ust by fi6in* up some of t'ese little items as !ell. Heather Porter: Yes. (' =os', # love it! +o, if you *uys 'aven)t seen t'e potential of !'at !e 'ave tal-ed about and defined !it' you today, t'en # don)t -no! !'at else to say because literally if you see t'is t'rou*' our eyes and 'opefully !e !ill allo! you to do t'at, t'en you are *oin* to no! reali>e t'e incredible po!er of t'is at your fin*ertips and little, minute, small little c'an*es t'at !e are *oin* to s'are !it' you over t'e ne6t M or so episodes t'at if you implement, you !ill 'ave massive s'ift, you really and truly !ill, on your !ebsite. Andrew McCauley: Yea' and don)t *et over!'elmed !it' it. Nust understand t'at it)s t'ere. We 'ave all been t'rou*' bits and pieces li-e t'is, !e 'aven)t done it all t'e time eit'er, !e are doin* it no! but t'ere !ere times !'en !e 'aven)t *ot it all to*et'er and if you 4ust reali>e t'at it)s t'ere, t'en understand t'at you can start c'an*in* t'is little baby steps at a time. Heather Porter: Baby steps at a time. And as !e *o into t'e ne6t episodes as !ell, one t'in* !e 'ave not yet spo-en to you about is t'e actual tools t'e reportin* t'at you are *oin* to need to actually measure and monitor eac' of t'ese and # !as *oin* to say !e s'ould tal- about t'is no! but # actually t'in- it !ould be better to tal- about t'e specific tool for eac' of t'e seven points in t'at episode because t'en !e can actually tell you !'ere to find t'at specific statistic and 'o! to 'oo- it up on your !ebsite and *o into 'o! to improve t'at. We !ill cover t'at so you !ill -no! e6actly 'o! to improve it and also !'ere to find t'e data as !ell. +o, you are not *oin* to be lost. You !ill en4oy t'is little 4ourney !it' us, !e promise. Andrew McCauley: Yea'. +o, if you 'ave *ot a !ebsite and you are !antin* to increase your traffic, increase your sales, *et more customers, t'en strap in because !e are *oin* to 'ave a bit of a ride over t'e ne6t seven !ee-s about all t'ese little different aspects. +ome of t'ese podcasts may be Auic-, t'ey may not be too lon*. (t'ers may be a little bit more in dept' because !e 'ave *ot a !'ole bunc' of different t'in*s t'at !e can s'o! you. +o, 'ey, # am e6cited about t'is. .'is is pretty cool and # am loo-in* for!ard to do t'is, Heat'er, because # -no! t'at 4ust by tal-in* about t'is too, !e are *oin* to come up !it' ne! ideas as !e *o as !e al!ays do. Heather Porter: We !ill and !e !ill s'are t'em !it' you *uys as !e *o. We !ill *ive you e6amples of !'at !e are doin* as !ell to improve our stuff online. +o, as
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al!ays, please stop on by !!!.AutopilotYourBusiness.com;Podcast and !e 'ave all sorts of really *reat little resources and tools on t'at !ebsite but also please leave us a comment on t'at site belo! t'is episode and let us -no! !'at you t'inand as- us Auestions as !ell because, li-e !e said, over t'e ne6t M !ee-s !e are *oin* to spend some time !it' you, really divin* into t'is and *ivin* you t'in*s t'at you can ta-e a!ay and use strai*'t a!ay. +o, !e !ant to 'ear Auestions or Auestions or roadbloc-s t'at you t'in- 7(' my *os'! # can)t do t'at. .'at)s all too 'ard.8 We !ant you to tell us !'y so !e can 'elp you t'rou*' it.

Andrew McCauley: Yes, yes. And also if you 'ave *ot an iPad, ma-e sure you c'ec- out our ma*a>ine The Online Footprint ma*a>ine5 it)s on t'e Apple Ne!sstand. #t)s available on iPad only at t'e moment but !e are !or-in* on puttin* it on =oo*le Androids if you 'ave *ot a =oo*le Android but c'ec- it out. We are *oin* to put some codes around for some people too. +o, -eep your eye out on !!!.AutopilotYourBusiness.com;Podcast pa*e for some cool codes, some free codes for free subscriptions to our ma*a>ine. .'e ma*a>ine, by t'e !ay, if you 'aven)t seen it, it)s full of different contributors. .'ere is a !'ole bunc' of different people t'at !e -no! in t'e industry t'at !e 'ave been connected !it' !'o are 4ust at t'e top of t'eir *ame in all of t'is sort of stuff and !e love listenin* to t'ese *uys and *als and findin* out information. We love net!or-in* and mastermindin* !it' t'ese *uys and t'ey are *enerous enou*' to *ive us t'eir time and articles about different aspects of t'eir business. +o, c'ec- it out. #t)s an a!esome publication if # do say so myself. Heather Porter: "ompletely a*reed. And on t'at note, # *uess !e s'ould !rap it up and t'an-s to all of you *uys for stic-in* !it' us t'rou*' t'is numbers episode and !e are very muc' e6cited. Andrew McCauley: Yes. .'an-s for comments and revie!s too5 it)s been *reat. Heather Porter: up. Yea', !e 'ave been lovin* readin* t'em. 9ove it. +o, -eep it

Andrew McCauley: Alri*'ty. Fntil our ne6t podcast !e loo- for!ard to it. Have a *reat day !'erever you are and !e !ill see you on t'e ne6t one. Heather Porter: =oodbye, everybody.

**End of Audio**

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