[0:01] Hey everybody, I think my audio is working. Please let me know. I have been struggling all morning to reinstall my Bluetooth drivers because I was having a real tough time. So let me know. Can you hear me? And can you see my screen?

[0:21] Anybody? Anybody?

[0:23] Oh, here we go. Yes, Christine, Guy, Connie. Thank you.

[0:26] Vanessa: Well, I was nervous. The screen is active — fabulous, fabulous, fabulous. So we're talking about a small business advantage today, and what the leadership has asked me to review based on feedback and questions and calls and meetings that we've had is how to work through the association process, the benefits of the association process, the latest up-to-date setup and implementation, and the successes that we've had.

[1:00] So today we are going to be focusing on working with associations. I will be here doing Q&A as usual. So as we go, I'll be balancing presenting and reading your questions. So if you want to steer it in another direction, I'll get through what I have to share, and then we can just launch into Q&A. All right, everybody?

🏆 Shoutout to Scott Hall — New Association Win

[1:25] Vanessa: So first off, I want to say a huge shout-out to Scott Hall. He's our latest inductee into an active participant association. We had a fabulous call yesterday afternoon with the association that he brought on. They are an association of truckers, right? So it's such a good fit for telehealth and these benefits. A lot of them are independent contractors — drivers are sole proprietors, LLC, etc. And just the concept of being able to get help from your phone on the road is just a perfect handshake.

[2:11] We'd love to get Scott on to talk about his marketing, how he reached out, because Scott is definitely an old pro with this. He worked with Brian and I well over 10, 15 years, I think, Scott, if you're here. Yep. Hey, Scott. We got you, buddy.

[2:33] His marketing — he takes the initiative to have the first contact. He doesn't just dump into the RTC or the Illusional. He always, and I love this approach, always has like a filter, an outreach that goes to him, and he establishes a relationship with the contact. And it makes, I would say, the majority of — I can't say all because, you know, I know we have one of those tricky ones over at ERTC — but it makes most all of the relationships and the deals that go through so much stronger because it's not a cold handoff. We have the relationship built, and Scott, I thought yesterday's call just went really, really fantastic. The crux of it was she was looking for ways to add value to memberships that did not cost the association money. And so we had the opportunity to say not only will this not cost you money, we are going to work to your benefit.

[3:39] We will take the burden of developing the marketing, doing the outreach, we'll take your list for you, we will reach out, etc., but also it will add revenue to you, enabling you to have funds to benefit your members further, right? So not only a correction addressing her needs, but exceeding what she was hoping for, right?

[4:09] Scott, that's so funny. So congratulations to Scott. Thank you for bringing her to us. I'm really looking forward to working with her. She seems really great. She also got that healthier members would assist the association — that's a really key point. Growing the association membership, that having happier, healthier members of the truckers, the force, that is an overall benefit to the association also, yes, absolutely. All right, round of applause. Congratulations, Scott. Can't wait to see this success story unfold. I'm sure we'll be talking a lot about it in the future. So thank you, Scott, and congratulations.

📌 Why Associations Are the Ultimate Multiplier

[4:59] Vanessa: So why are associations the ultimate multiplier? The members already have opted in, are voluntarily paying into a membership, looking up to this leadership, right? They said, this is a group of people I want to be a part of, and I'm already spending money to maintain being a part of them. So I'm more inclined to listen to what they have to say, etc. And this is a trust network, right? The association leadership already has the member's ear. They've already proven that relationship.

[5:42] Okay, we've got bulk reach efficiency. Most associations that are organized and well-run — we have seen some that are trying to get to this point — but a lot already have member rolls, right? A list of all of their members, their phone number, their mailing address, their email address. They have a website, a newsletter, they mail out updates, they have a bulletin board, etc. They have a way to get their message spread already, so it's easy to plug in with the politics, with a partnership, rather than having to start from scratch doing it one by one.

[6:31] It is an organization for truckers, but we haven't released the name of the association yet. So you didn't miss anything, Alita.

[6:42] So the recurring compounded value. This benefits both Illusional, you as the agent, as well as the membership, because as new members renew — new members come on board and existing members renew. So this should grow. If they aren't losing members faster than they're adding them, every year, year after year, month after month, even as they're adding new members, their commission should grow, your commission should grow, Illusional grows.

[7:12] And the credibility transfer — this harkens back to the trust network. When they are already a respected advisor to these members and they endorse a product, the credibility amplifies. We will talk more about the early adopters program, the ambassadors of an association, and how that exponentially increases the credibility transfer, but we've got that on another slide.

📌 Identifying the Right Associations

[7:47] Vanessa: All right, so when we're identifying the right associations — not every association is created equal. Now it doesn't mean one's bad; it just means that some are going to have a much larger impact when it comes to possible member enrollment. A chamber of commerce — you have local, regional, and state levels, right, and they are a group of businesses, and businesses usually have multiple employees. So as you can see, there's a branching out, a spider-webbing downline, right?

[8:30] Professional guilds, rotary clubs, networking groups — again, these are groups of businesses. So an individual member could possibly buy just for themselves, a sole proprietor, LLC, etc. But when you're communicating from an association down to businesses, the message of “take care of your business and take care of your employees” — instead of enrolling one new member, the business owner, we're looking at 10, 15, 20, 25 members. And that's how we get to that thousand-member goal, right? Much faster. If you onboarded an association with a thousand members and 10 percent participated, that's a hundred. Well, if those hundred participating members were businesses that had ten employees — boom, you're at a thousand with one association, rather than going and talking to a hundred individual businesses or a thousand individuals, right?

[9:35] So an industry trade group for contractors, restaurants, retail, healthcare — again, contractors, you do see a lot of independent contractors, individuals, but like my husband runs a contracting company and has 15 to 99 folks, so he would be a good candidate for that.

[9:57] Minority and women's organizations — Sherry, who can't be with us right now — actually she might be here by now. Oh, here she is. I'm going to bump her up to organize her so she can. She had great success. It wasn't a women's organization — it was a local chamber, but she approached them through the avenue of women's businesses because they had a focus and an interest in a subgroup inside the organization for women-owned businesses. And Sherry was able to make that connection and be heard in a way that cut through the noise where we had kind of hit a wall in other approaches, you know. So that women's organization, that specialty — that was a really, really smart way to go about that, Sherry. That was awesome. And same with minority groups — larger, less specific to the industry type, but a social, a community grouping.

📌 Three Qualifying Questions Before You Pitch

[10:58] Vanessa: So three qualifying questions before you pitch. After you've identified an association that kind of fits these parameters — you think it's gonna be a good fit — is: Can this organization accept payment or pass benefits to members, right? Now, if the answer is no, they can't accept direct payment, remember, that's not a deal breaker. That just means we have to work with them on how we can still compensate them. One example is if this organization is prohibited from taking direct payment or profiting, can we make a charitable donation in your name equal to the amount that you've generated through these avenues? Things like that. We have a way to still benefit the association, benefit their members, because if they were to raise funds and make a donation to a cause that was very important to them for $10,000 — being able to say you use those funds for something else, we will make this right. The funds you have generated through these referrals will act as your donation, allowing you to spend your other funds other ways, right? So completely legitimate, compliant, etc., but we do work with them to find a workaround so that we can compensate them and find the benefit that resonates with them.

[12:24] Is there a clear decision maker I can reach? Before you go start spinning your wheels, do the little bit of research it takes to find out who actually can say yes to me. You know, you can grab the ear of a secretary or an assistant or an admin and they could think it's a fantastic idea, but if you can't work up the ladder to get through the gatekeepers to find someone who can actually sign the document and authorize the partnership and the marketing and the sharing of the contact information, then that's an uphill battle that has to be climbed. So make sure that you know who the decision maker is, and that you can reach them.

[13:06] And are the members small to medium-sized businesses? That's not a necessity, but again, it does help your numbers, your scaling, makes it easier. So that is a winning combo right there when you can find those factors.

📌 Your First Move — Lead with Value

[13:27] Vanessa: So your first move — you really want to lead with value first, right? Tommy loves to say, “I'm not selling you something, I'm solving a problem,” and it's absolutely true. And what we worked through with Scott yesterday is just a perfect example of that. We identified the problem, which was they needed a way to add value to their members' memberships to keep them paying, right — to keep their association running, they had to keep members happy, seeing the value, and paying. So what can they do? Well, they weren't able to pay for an Illusional membership for all of their members, right — the membership fees don't cover that cost, etc. But being able to offer this exclusive package available to our members, you can enroll yourself at the special pricing — solve the problem of them being able to add a value that costs them nothing.

[14:29] And like I said, it not only costs them nothing, it's actually adding non-dues revenue, which just sent her to the moon, right? So research first — know their members and recent events before you reach out. Be knowledgeable. This helps you identify what you think their problem is. You can still let them tell you, but know what's going on. Know who you're talking to.

[14:50] Lead with an observation. This shows that you did your research. This isn't — you're not just calling down a spreadsheet, cold list, Google search, etc. “I noticed your members are mostly in the landscaping, electrician, trucking, etc. industry.” Just the slightest little bit of effort and you can know what the association is working with, right? Tavern League, right? You can — we figured out that bars, taverns, etc. — it's there with a real quick Google search.

[15:26] So ask for discovery. People love to talk about themselves. So with just a little bit of information, you can start a conversation that invites more information from the person you're talking to — have a chat, not a pitch. Don't forget how great Illusional is. Find out — let them tell you what they need, so that then you can choose and decide what parts of Illusional are the solution to the problem they've already told you they're looking for a solution for, right? So you're not throwing darts in a blacked-out dark room. They're telling you, “I need to add value. I don't want to spend any money.” Oh, perfect, done, deal.

[16:12] And reference your success. Mention a relevant win, like Scott Hall's.

📌 Channels That Work — Outreach Methods

[16:17] Vanessa: And channels that work. LinkedIn DM to an executive director, email to a membership director, in-person events, Facebook private messaging is fantastic. We are having huge, huge, huge success right now with a simple cold email that we're in the testing process for. I absolutely will roll that out to you guys. It's literally a cold email with three sentences — no link — that just says, “I have something for you. Can we talk?” Basically what it is, and all it's trying to get is a reply to an email — not a click link, not trying to go to a sales page, not going to a booking calendar — just reply to this email. And we're literally getting, I think, 5% to 7% reply rate. So not open, not click — like reply. “Yes, I would like to talk to you about this.” And our new sales staff has just been annihilating it. She's getting all the replies, making follow-up phone calls and emails, and it's just been really terrific. So we're really excited about rolling out that new tested marketing campaign for you guys.

[17:31] But you don't have to wait on me. It's seriously terrific. Just: “Hey, I'm Vanessa with Illusional, and I've put together a special package for the XYZ Association. I think it could be a great fit for your members. Can I send you some information?” And then they reply, and you share, you know, a flyer, or get on the phone with them and talk. If you are ready for that level of participation in the deal, the results are just extraordinary.

[18:09] Bethany: All right. If it's okay, I'd like to add also — hey everybody, this is Bethany by the way. If you guys get to that point and you find that you need any help, I'm always here to assist with any of that as well. Like, I can help you handle the volume that's coming in. We have gotten — I think already from our first email campaign — three actual conversations that are moving in the right direction, which is huge for people that we had just sitting in a database somewhere.

[18:38] Vanessa: Yeah, absolutely. Hey, everybody. Welcome, Bethany. She heads up our internal sales team. She's fantastic and the most helpful person I have ever met. So we are very, very lucky to have her. So everybody says hi, thank you. And yeah, once we get the results of all the testing, we're definitely gonna have a showcase — have Bethany come on and talk to us about how she handles the phone calls, how she handled those replies, etc.

[19:07] But remember to get the tracking so that you get credit for the deal when they do submit their information, and it does have to be through your agent tracking link. So those replies — if you're gonna take this method — the first step of the reply is gonna go to you, okay? Because if we just get a reply email sent to Bethany, that doesn't track you. So this methodology is a little more involved, but we do want to make sure, above all, that you get credit for every lead and every deal that you generate. So I just had to put that little asterisk out there.

📌 The Pitch — Lead with Their Pain, Not Your Product

[19:41] Vanessa: All right, the pitch. Solving their members' problems — lead with their pain, not your product — their members' problems. “Your members are competing with large corporations for talent, but can't afford the same benefits package.” This is if you're talking to a chamber of commerce, an association that deals with businesses. What we're identifying is the problem that the businesses are having, and that is: How are they offering their employees? How are they taking care of their employees? They can't offer these thousand-dollar-a-month benefit packages; it's not cost effective. But they can do something. This is a solution that helps the members with their businesses and these benefit packages, right?

[20:33] So what solution do you bring? We've built a benefits platform, a telehealth platform specifically for these small businesses. It's affordable, easy to implement, proven successful, all right? And why is this a win for the association? You become the hero who solved a real problem that these businesses are having, right? It's not a fluff benefit feature that just is a little widget on an association homepage on the internet, right? This is a real, tangible benefit that affects the bottom line of these businesses, of these members immediately, right? That drives retention, referrals, and dues renewals for you, the association, which is the ultimate win. Associations operate to provide value for members, and the goal is always to have more members, right? So it all works hand in hand.

📌 Process from Contact to Close — Five Steps

[21:27] Vanessa: All right, so your process from contact to close. So five steps from reaching out to having the conversation that we had with Scott last night with the association, right? We want to verify, confirm payment compatibility — remember, it doesn't have to be money, the compensation can come in a creative way — and decision-maker access. If you've got that, let's go. All pedal, no brake, all gas, right?

[21:54] So we have a form to submit that is inside your Small Business Advantage members area, right? It's Module Three, Part Two. There is a complete training, more in-depth, on qualifying an association, how to speak with them, etc. Most everyone here, I'm sure, has already seen that training, but the form is below that video. You complete that form. Now what that does is locks in that you are the first-come, first-served contact with that association. No one — our team confirms that no one else has already locked in with that association, because we're going to prevent stepping on each other's toes. But we've never had a toe-stepping situation, so all good. But do let us know that you are working with an association, that you've initiated contact, and that you have the payment capability and the decision-maker access has been made, and then we will lock you in.

[22:50] Remember, don't submit the form as soon as you just have an idea to talk to an association — that's not when we lock in. It's only after you have confirmed that you have decision-maker access and they are able, in some fashion, to be compensated, right? And Tim, the head of our association department, does review that form and waits for clearance before proceeding, because we're not going to roll forward with an association agreement, which is a contract, until Tim approves, right?

[23:19] So once Tim approves and lets you know yes, you go and you make sure that that association is ready to execute the contract, right? I will produce the contract. Bethany actually is taking over this phase, so we'll be working together for a short time while we bridge the transfer of duties. But it means that you go back and have the conversation. If you need support, Tom, Tim, myself, Sherry, Bethany — we are all at your disposal to have the conversation to confirm that the association is at the stage that they're ready to commit, right? There's no dollar amount that they're committing to — but they're committing to being an active participant in the sharing of this messaging.

[24:08] And we hop on the phone. We've even had folks be ready to get on a plane and talk to an association. So we log everything to prevent duplicate efforts. That's when we send the contract out, we make sure that it gets executed. What happens is we give you the link, and you are the communication source between Illusional and the association. You deliver the link. It doesn't just come in a random email from Illusional to this customer. Remember, you're the relationship owner. So when it's ready to execute, you're going to let us know — we're not going to be pushy or presumptuous. You say, “Okay, they're ready to see the contract, send it over.” So we'll give it to you. You deliver it. And then we close it all out.

[24:56] You will lead the sales. Tim and I and Tommy assist with finalizing the deal — like I said, getting that agent agreement executed and signed. And then once the deal is set, we just move on to marketing and rocking and rolling. But that's how you get an association onboarded, right?

📌 Onboarding and the Ambassador / Early Adopter Program

[25:16] Vanessa: Oh yeah, and after we sign the contracts and everything, the onboarding process is with Sherry and myself. We go through, we do all of the technical training, walk them through enrolling themselves. The ambassador program, the early adopter program, is key. What we do there is we make sure that there are five to ten key leadership representatives of the association who are going to be enrolling themselves as a Business Sense account owner, an Illusional account owner. We walk them through the process, hand in hand — we'll do a Zoom screen share. And what that does is not only educate them on how simple it is, but also allows them — when they're having these conversations, when they're endorsing the product to spread the word to their members — they can say, “Yes, I use it. Yes, I like it. Yes, I know it's very simple. Yes, I use it myself.” “Oh, you know, I use the discount program and the shop and save.” “And I booked a flu consultation.”

[26:33] Having them be able to speak to the product with authority and intelligently, as well as endorsing that they themselves use it, is huge for conversions. And having them understand that their role as the ambassador is part of it — that they want to help enhance the association's buy-in to the whole concept — leading by example is key. But we want to make sure that their experience is very positive, very smooth. So Sherry and I, we go through that with them so they're not left to their own devices, right?

📌 Common Objections — Turning a Hesitation into a Yes

[27:19] Vanessa: So when you're talking with associations, there are some common objections. So we turn a hesitation into a yes. Like Tommy loves to say, and I love it when he does, “We're gonna find a way to say yes to you.” So we want to find a way to get them to say yes to us, right?

[27:31] “We already have a benefits partner.” Hey, we're not replacing anything. We're adding a layer most partners don't offer, right. And now let me also show you — I posted this on Facebook, but I worked up a Benefits Comparison Chart that's on the Illusional site.

[27:53] Benefits Comparison, I think is the URL. Yes. All right. Okay. Do you see my screen? Did it update to “Illusional Benefits Value Comparison”? Yeah, you're good. Awesome. Okay.

[28:17] So what this is — I took, we talked about it last week, and I got it rolled out. So these are the national leaders with publicly available pricing for every benefit we offer broken out. If you were to buy it independently — if you were to buy the subscription legal services comparable to what Illusional offers included in the membership — it alone is $49 a month, alone, just the legal shield. Our vendor partner has told us that the number one most used service — more than telehealth, we were surprised to hear — more frequently utilized by benefit package owners is the legal services, yes. And the ROI — the cost of ad hoc legal services, say you didn't even have the legal shield, you just called a lawyer and you needed a contract review — easily $1,000, easily. And that is 100%, no copay, covered with the legal services membership with Illusional.

[29:31] So you can compare it to $1,000, you know, $500 an hour, $100 an hour — lawyers range in what they charge you, but it's more than $39.95 a month, period. Then if you take it and compare it to the Legal Shield subscription that a lot of small businesses do join — Legal Shield — for $49 a month for those kinds of services — right there alone, it's $10 a month and you're not getting all of the other benefits.

[29:58] So this chart shows that at any stage, basically, whatever benefit resonates the most strongly with them, we can say absolutely — this is why Illusional as a bundle, which is exclusive to Illusional, only we can offer it. This is not put together by anyone else. It's not available anywhere else. This exact package at this pricing — this is why it beats out whatever you've got or augments what you don't want to give up offering. Does that make sense? You don't have to drop one and own — we don't demand exclusivity, how about that?

[30:47] All right, any questions about the comparison chart and how this is a tool you can use?

[30:59] Alita, okay, so Alita asks — this is great, thanks for pulling it together. Do we have something similar for a HealthSense member? This is not Business Sense specific or HealthSense specific, right? This is just comparing the features. So when you're looking at the benefits for HealthSense and come down to this chart, right — ID theft resolution — it still is comparable. Does that make sense? So it's all of the benefits for Business and/or HealthSense. Yes. Perfect. All right. So yes, this is publicly available. This is not in your members area. It's just a comparison of benefits comparison.

[31:50] Now, you'll note that on this page there is no “Enroll Now” button, but it does link to Illusional.com. So I would not mail this, but it is great for a conversation. You can use it to make images if you want, but remember — when you're referring to folks, when you're just emailing or mailing or using a QR code, you do want to use your agent link so that you get credit when they opt in.

[32:16] All right, so “Our members can't afford it.” That's exactly why this works. It's designed for businesses that can't afford traditional plans, right? If you bought it all individually, we're looking at over $260. Businesses that can't afford benefit packages, insurance, etc. for their employees — this is a cost-effective solution. Under $40 per month per employee for all of the benefits.

[32:45] “We need to run it by our board.” Absolutely. Let me help you. Let me educate you. Let me get you the information you need so that you can present to your board. Can we help you present to your board?

[32:54] “We've tried things like this before and what happened?” I'd love to know what didn't work so I can tell you how we're different. Folks love to hear “We're going to take care of that for you. I'm going to take that workload off of you. I'm going to remove that burden for you.” I said it two or three times on the call yesterday with the leader of the association with Scott that Scott brought us, and her eyes twinkled every time — “Oh, let me take care of that for you. I will provide that for you. Let me draft up some ideas. Let me put together a presentation.” “Oh, I don't have to do anything and I get to present a win to the people I work with?” It puts them in the role of hero, right? And we have the equipment and the resources to do that very easily.

[33:50] I live and breathe it, right? I'm taking our existing marketing materials and personalizing them. I'm listening to them tell me what is impactful to them. Obviously truckers — what are we gonna lean heavy into? The ability to manage this from your phone, right? No copays, no surprise bills, convenience, on the road, available nationwide. If you start in Georgia and you're gonna pick up in North Carolina, that's absolutely fine. We can set that up. Discounts on your prescriptions, no matter where you are in the United States. Any pharmacy, yes. These are the things that we can hone in on so that when she presents, it's not some generic canned slide deck. It is her logo, images and vernacular, using their vocabulary that resonates with them. And she's not going to have to do any of that work.

📌 Lessons from Scott's Win

[34:50] Vanessa: All right. So any questions so far? All right. So lessons from Scott's win. What made the association say yes? Scott found an excited partner, right? She wasn't begrudging. She wasn't like, “Sure, I'll talk to you.” She was interested and she saw the value. So thank you, Scott, for prepping her with what she needed to hear before she even got on the phone with us. Scott followed the process. He verified that they could participate. We submitted a tract, etc. There were no shortcuts. He had someone ready to talk to us — a decision maker. So we weren't spinning our wheels just to be told, “Okay, well I have to go.” Like, this was a person of influence ready to absorb and hear the messaging and take it to the next step.

[35:41] So we led with value. They saw a clear benefit for their members before any paperwork was even signed. She got it. And we brought the energy, right? Associations respond to agents who believe in what they're offering. Scott really did lead with authority and experience. And then I had the opportunity to join Tom and Tim on the call, and you guys know we're peppy, so it was a really fun call, really positive. And so if I could have every call go as well as it did with Scott, then that would just be a joy. So thank you again, Scott.

[36:15] You don't need a perfect script, right? We flubbed, we hummed and hawed, right? But we had a human conversation. And a lot of times, as long as you're not bumbling through — you have to know your product, right, understand Illusional and the value you're bringing — but a human conversation goes a lot further than some like super polished, perfect script. You just need the right mindset, the right target, and the right process.

📌 Action Plan for This Week

[36:49] Vanessa: All right. So for an action plan for this week — don't just sit back and watch. Do. All right, hold on — I called Scott out because he did this to me because I made Vanessa get on a call after 5 p.m.. I got the call at 4:15 p.m. and they asked if I could call at 5, and I was like, “Yes, for Scott, I will.” For Illusion, I will. That was what was best for the association, so we made it work. It was totally worth it. So don't watch — like I didn't just sit back and watch. I jumped on that call.

[37:25] So identify three associations in your market today. If you haven't already done so — if you don't have a list of associations that you want to reach out to, just pick three. We talked today about what are the best ones for scaling, but it doesn't mean you have to go for that kind. If you have a relationship with someone, or if you have experience in an industry, or if you have a connection or a passion — go there, right? You don't have to be limited to these types of associations that have huge businesses. If you want to go to a one-to-one type membership group, association, club, women's organization, etc., absolutely fine. Just pick three. Don't think it has to be perfect — it just has to be, right?

[38:11] Research the decision makers and contact information. This is usually very available publicly on the association's website. A quick Google search shouldn't take you 20, 30 minutes to do all three. Send one value-first message today. I'm really loving the very short, personal emails. “Hey, I have put together a package for association XYZ members that I think you're going to love. Can I send you some information?” Short, quick, and just make that human connection.

[38:45] And then as soon as you get through the process — the conversation of, “Are we able to help you generate non-dues revenue? Are we able to help you increase member retention? Are we able to help your members by providing these benefits affordably?” — as soon as you get that yes, fill out that form on Module Three, Part Two, “Working with an Association,” to lock it in with us. And then tell us — come to the Facebook group, send us a ticket, let me know. I want to be talking about you next week the way I'm talking about Scott this week.

[39:21] I would love to have our call be three hours long because we have so many folks that Tom, Tim, and I jumped on a call with and settled up with their association like we did yesterday. It's fantastic. It's my favorite thing to do — celebrate success stories. I mean, I think you all know that about me. Watching other folks succeed because I was able in some small way to help is so fulfilling and gratifying to me. It's almost selfish that I want to do it.

📌 Q&A — Email Campaign, Leads List, and Marketing Materials

[39:55] Vanessa: So that's what I've got today. We've still got some time. Can we get a copy of the three-sentence email, Kenneth? Yes, we are finishing up the testing. It is a three-touch email sequence with the sentences ranging from three to five, etc. I should be able to release that next week with the results, right? We want to go through — we don't want to get the stats wrong — we want to get it right. But yes, I'll be able to release that to you next week. But don't let that hold you up. You've got the concepts, right? “I've put together an exclusive benefits package that I believe will help” — enter the association's name — “members.” And this is why — tie it back to what type of membership they have, like what does their membership consist of, what's the industry. Make it personal, make it short, and just ask them to reply back to you and be ready for that conversation. That's the premise of what we're testing right now.

[40:55] Could you please cover the leads list resource for team members? Oh, I — Alfred, I don't understand your question. So if you could help me clarify, I absolutely would love to help you. I just don't know what you're asking.

[41:14] Kenneth is asking, can we start collecting testimonials? Absolutely, yes, we will have those rolling out. So if you have a testimonial from an association that you've been working with and they're willing to go on the record and be quoted, absolutely submit those. You know, we're working with members we're onboarding right now, so a testimonial has to come after they've onboarded and enrolled their members and they've gotten the feedback. We don't get a testimonial the day they sign the contract because we haven't proven it yet, so we're giving them time to be happy so that we can get that response.

[42:02] It's at the bottom right of your current slide — oh yes, in the Small Business Advantage members area — the leads list. Let me pull it up. All right. So inside your Small Business Advantage course, you have the ability to request a leads list every day right here on lead requests. Our team will scrape the internet for business names and business phone numbers and business email addresses for you every single day. You just have to submit the request.

[42:42] Do you have an association focus one-pager, Guy? We make them individually for the association to share with their members. So once an association comes on, we have a few flyer templates and we work with the association to identify what the key triggers are for their members, and then we build the flyer or the one-pager to their membership so that they can distribute that to their members. You know, it's customized to them — it uses their logo, any imagery that they endorse and prefer. So that is on a one-off basis.

[43:43] Are you referring to a marketing flyer that you would hand to an association to bring them into the Illusional fold? Ah, yes, okay. So we have an email campaign targeting associations that we've shared. We don't have flyers, brochures, etc. I'm trying to think of the use case so I can think about the design that would be most effective, right? Like walking into a chamber and handing them a one-pager — because we do have the brochure, but you want the verbiage to be addressing the non-dues revenue rather than the benefits of the… Yeah, we do have the emailing, but I see what you're saying. But like a brochure and a one-pager that instead of talking about the benefits of Illusional, it's talking about the benefits to the association for endorsing and partnering with Illusional, right? Okay, gotcha. I'll put it on the list. We'll make it happen. Absolutely. Yep. So a one-pager and a brochure that focuses on marketing to associations — the benefits to the association rather than Illusional. Understood. Okay.

[45:01] I've got my homework. You're welcome.

📌 Wrap-Up and What's Coming Next Week

[45:17] Vanessa: All right. I will give you back your afternoon. Let you take an early Thursday lunch. I want to thank Sherry — she was here for a hot minute — Bethany, thank you for joining us and saying hi. So my homework: what we'll talk about next week is the email campaign test results for the short, sweet, and human — angling for a reply — right. Bethany can talk to us about how she handled those calls, those replies, how she had the conversation after the person raised their hand. Okay. And we'll talk about the flyer and brochure targeting associations. And hopefully I'll be able to talk all about having more conversations with the associations you bring to us, like we had with Scott. So we've got a lot of activity — we talked about Brandy and Donald and Scott and the association that they brought — I want to say congratulations to everybody. Those are all still moving forward. The marketing that we're doing to their members is getting — we're honing it in, really effective.

[46:23] What is really landing is: we don't identify ourselves as being the association, but we have partnered with the association. “The association has put together a special plan with us for you.” Really hyping up the association and that transfer of trust, right? Shared authority is working really well, right? So that's what we have to look forward to.

[46:51] I want to thank you all for your time. Thank you again, Bethany. I hope you all have a great week. We'll see you in the Facebook group. And if you have any technical questions, let us know at getsupport.biz and we'll take care of you. Thank you all so, so much. And we'll talk to you next week. Bye.