Member's Training Call [October 30, 2025]
Small Business Advantage Member's Training Call
October 30, 2025
Live Webinar with Vanessa Roberts & Brian Anderson
(Raw transcription; not proofed for grammar or spelling.)
Click here for Google Doc of the transcript.
0:01
Everybody, I see a bunch of people jumping in. We're gonna let you all get in.
0:05
We thought we've got—listen, when you're talking about the profit multiplier, when you're talking about something that can actually push this to the next level, make a little bit of work worth a lot of money, that's what we're gonna talk about today. And what we want to talk about and make a little bit more clear for everybody—what's up, guy?
0:26
Good to see you, buddy—is exactly how to recruit associations. You know, some of these associations go from a hundred plus to thousands of members.
0:37
It doesn't take much for them.
0:41
You get the right one signed up, it can be life-changing, right?
0:45
So we want to be very serious about what we talk about today because one association can be the pivot that can change your life immediately, okay? So Vanessa, are you with us?
1:00
I absolutely am. Can everybody hear me?
1:03
Yep. And I know you're going to explain the associations.
1:06
I'm going to kind of just mute myself, and I'll answer questions in the question box.
1:10
Okay. All right. Absolutely fantastic. Thank you.
1:13
Yeah, we've got a panel of experts that are going to help me walk you through the process of identifying a qualified association and how to work with them.
1:25
Right? So any questions you have as we go along, please pop them into the questions box.
1:31
I'll be interacting with you but also going through a pretty detailed formal presentation.
1:36
So I will go slow, and we'll answer every question along the way. All right. Everybody see my screen?
1:42
Here we go. Okay. So we're going to understand the strategic value of associations.
1:46
Syd really touched on that. The reach and influence that an association has is massive.
1:53
It's a total game changer.
1:55
We're gonna learn the qualification criteria that separate viable partners from dead ends.
2:00
Not every association is even able to endorse an opportunity like this.
2:06
So we're going to learn about it so y'all don't chase your tails, wasting time with things that aren't going to be profitable for you.
2:13
There are protocols for professional engagement, how to speak with decision-makers, etc.
2:19
Navigate the approval process to avoid duplication and ensure compliance.
2:23
So what we're not gonna do is have five agents talking to the same association but maybe five different people in that association, right?
2:32
We're gonna stay aligned.
2:34
So again, we're not wasting any of your time or the association's time.
2:38
And we're gonna execute the onboarding workflow from first contact to signed agreement so you know what to expect in the process.
2:45
Any questions so far?
2:47
Everybody with me?
2:51
Excellent, all right.
2:52
So I mean, we all know that this is the profit—I say mega-plier. Brian calls it my catchphrase.
2:59
I love it, the idea to do more than multiply, you know, take it mega, right? Go wide. You can effectively sell to one person if you convince one person at the association. Then your reach is mega-plying exponentially. So it's as easy to sell to one as it is to sell to a thousand, right?
3:20
Fantastic.
3:21
The built-in trust that that association has with their members—they are the authority.
3:26
Many of these members are paying to be a part of the association, right?
3:31
They value this authority.
3:34
And so they listen when spoken to from this association.
3:40
The recurring revenue potential—obviously, every member that enrolls through the association pays both you and the association.
3:46
So this is a huge profit center for the association.
3:49
So win, win, win.
3:52
Your marketing costs are reduced because, like I said, you've sold to one person.
3:59
They take the lead.
4:00
We do support you in helping them with sharing the message to their members.
4:08
We can help you with—we have a custom flyer that the association can then use to pass along the information.
4:14
We do help with that, but speaking to a captive audience is always better than sending out, you know, wide mass messaging.
4:23
And the competitive advantage—when you lock in that association, you're locking out everybody else, right? They're in your lane, in your pipeline.
4:35
Are you changing slides or are you stuck on slide one?
4:38
It says “Why associations multiply your reach.” You're not—you've got your slides paused. Oh, apologies.
4:45
Well, it was just the second slide. We haven't been flipping through, so this is everything.
4:50
Thank you for letting me know, Syd.
4:53
So yeah, wrapping up the competitive advantage: built-in loyalty. Right, once they're in with the association and with you, they're probably not considering a lot of competitors. All right.
5:11
Greg says, I have multiple associations I want to talk to, from Freemasons to churches and Christian associations.
5:17
I've been waiting for clarification and direction. Well, that's fantastic, Greg. You're in the right place.
5:21
Are there any questions so far? If not, we're gonna move along and hopefully my slide changes this time.
5:28
Yes, Chamber of Commerce versus professional associations. So obviously, we've talked about a lot of the many different kinds of associations.
5:38
Greg just mentioned churches, right? Christian associations, Freemasons, right? There's lots of different kinds of associations.
5:47
A Chamber of Commerce is a group of local businesses organized in the community, right? Geographically, usually.
5:53
Board members across multiple industries.
5:56
It's not like just a board of realtors or an association of roofers—it’s a much larger audience. The focus is on community economic development.
6:05
Usually, they come together to share best practices, ideas, and opportunities.
6:10
That's why it's, you know, a great go-to for all local marketing, but specifically, definitely what we've got here.
6:17
And there's typically 100 to 5,000 members, depending on city size. Of course, it varies.
6:23
Professional associations are industry- or profession-specific organizations, right?
6:28
So the Association of Realtors is an example of that professional association.
6:32
The members share a common profession, interest, or credentials.
6:36
There's usually a national, regional, or state-level presence. It is geographically set but larger generally. And examples are the Dental Association, Real Estate Board, Restaurants, etc.
6:47
Okay, and what do the associations gain from partnership? Obviously, the best sales approach is “what's in it for you,” right? So with associations, the pain points or the positives we can share are member value enhancement. Associations look to their members, right, and they do so by providing value. And that value comes in many different ways, one being community and like-minded membership. But the exclusive benefits that increase member satisfaction and retention rates are going to help that association. If the association is able to provide these opportunities that these businesses or members don't feel like they can get elsewhere—they're not exposed to these opportunities—then that is a benefit that the association is providing.
7:44
The competitive differentiation—if one association is competing with another association, which they do, they are vying for members—being able to have this unique opportunity gives them that edge.
7:58
The easy implementation, turnkey solution, right?
8:00
We're giving them a sign-up link, and we're helping them with marketing.
8:05
This takes minimal effort on their part, and they are building a very scalable recurring income, really just, you know, folks clicking a link. I mean, we all know it's a little more than that.
8:19
But compared to other opportunities, income-generating opportunities for associations, this is a cakewalk.
8:25
That leads us into non-dues revenue. Any opportunity for the association to make additional revenue aside from member dues.
8:33
Many, many benefits to that. Obviously, everybody wants to make more money. And member health and wellness, taking care of the people that take care of you, is huge, right? So you want your members to be happy, healthy, fulfilled, and so solving this problem for them, you know, it's a good thing to do. Okay, so when you are qualifying associations—Chamber of Commerce, Board of Realtors, etc.—when you're talking to a group, there are different things that you have to do to make sure they qualify to see if it's even worth your time to keep pursuing.
9:12
The first step, the first question we ask: are they able to accept commission payments?
9:19
We had an instance where we learned that we were working very hard with the potential of an association, and it turns out they literally could not accept fee payments, commission payments that they earned.
9:30
All their money had to go through XYZ, not them, right? So we put a lot of work and time into it, and then we're like, oh, you know, this is—that doesn’t, right?
9:43
So when speaking to your decision maker, it's a really upfront question. Can you earn money? Can we pay you for your efforts? Right?
9:54
And Stefan is asking, can you also give how it works for nonprofit members and fundraising donations? Is it $3 per member per month?
10:02
So Stephen is asking this exact right question.
10:06
If they're able to “profit,” take commissions, etc.
10:11
Tim, can you speak a little bit about how we can work within the system to compliantly award them this commission?
10:22
Yeah, good morning, everybody.
10:24
The easiest way is to get creative.
10:28
We have to go in and talk to each one individually and learn where their soft points are.
10:36
Do they have a bunch of fundraisers, you know, a scholarship fund?
10:42
Do they need a golf tournament sponsor?
10:46
Those types of things that we can creatively do, like sending them money into those specifics.
10:53
We can also look at it and say, we're making donations and you just spend it however the heck you want without earmarking it to a specific event.
11:03
So it's really the idea of if they tell us they can't accept the payments—whether it's a not-for-profit that you just talked about, the one gentleman asked about, if it's a church, if it's a chamber of commerce—we will find a way to cleverly get them the funds, but we have to have the conversation upfront.
11:27
All right, fantastic.
11:30
Yep, we want to work within the system, but we also want to make it work for everybody, right?
11:37
Let's see, Randall, I see your question, but we're gonna stick with talking about associations right now.
11:41
We'll get to marketing later, so I just want you to know we see you.
11:46
All right, so critical qualification number two: lead generation capability.
11:51
So there are questions that you can have with your contact at the association to make sure they are able to generate attention to your offer, right?
12:03
Do they have the infrastructure to market effectively, to communicate and get their message out?
12:12
Do they do newsletters, email? Do they have events, weekly, monthly meetings?
12:18
How do they communicate with their members, and are they willing to utilize these in-place tools to share the messaging? Right? Have they ever promoted member benefits or vendor partnerships before? It doesn't have to be telehealth, it doesn't have to be our benefits packages, things like that. But have they essentially sold to their audience before? What channels will they use—email, website, meetings, and events? We do, like I said, assist with marketing materials, so they're not out on the ledge having to generate it themselves, but they do need a way to communicate the information that we help them with and provide them with. What's their typical member engagement rate?
13:03
They might have a thousand members but only 15 show up to the meetings, nobody opens their emails, nobody's paying attention. Maybe it's like a gym—they pay their membership and they forget about it, and they just keep paying month after month.
13:14
We want an active audience, right?
13:18
Participating members who are, like we said, tapping into that authority, the built-in trust. Active memberships are actively participating, and their ears are open.
13:29
And are they willing to introduce your solution to their membership, right?
13:32
That's the big thing.
13:34
They could have the most active audience opening every email and the best marketing team that you've ever seen, but if they're not willing to work with you and really support you, we don't want a “oh yeah, man, it's fine, we'll send an email,” right?
13:47
We want to be equal partners.
13:49
We're gonna work really hard to take care of them, pay them good money, and take care of all of their members really well with support and fulfillment.
13:57
So we want equal partners working to share the opportunity.
14:02
So like I was saying, if the association cannot or will not actively promote your solution to members, it provides minimal value to you, no matter how good it seems, right?
14:12
You need active advocacy, not passive permission.
14:16
What you don't want is somebody to say, yeah, I'll hand you the reins.
14:19
Yeah, I'll give you my list, right?
14:23
The power of the association is them sharing and promoting, right?
14:29
Does that make sense to everybody?
14:32
And Vanessa, if I can add, the biggest one that's going to be an issue here is Chambers, where they're gonna say, you know, if I do this for you, I have to do it for everyone.
14:40
It's where you have to come up with creative ideas.
14:42
Some are listed here, but there's a whole bunch of others to help them get your name in front of their membership without causing problems with the other members.
14:57
All right.
14:57
So Aaron has a great question, and I'll read it and I'll answer it for you, Aaron. Will closers be available for calling the association's leads?
15:07
So the short answer is we will be available to help you. The complete answer is this is not a process where you say, hey, John at this association is interested, handle it, right? We will work with you to qualify.
15:24
We're going to educate you on the prep, right, how to communicate with associations. And once the door is open, if you need an authority to come in with you to help have that conversation and close the deal, yes.
15:40
But this isn't as pure as the lead generation aspect on the standard membership. This is more involved, right?
15:51
There's a lot more money at play. So we absolutely will support, but there is involvement both ways. So does that answer your question there?
16:07
Sorry, Erin, yep, we don't have that kind of panel, but we can take it offline, Erin.
16:12
So, yeah, please send me a support ticket at getsupport.biz, and we can absolutely chat it through.
16:17
So make sure everything's clear.
16:18
All right.
16:20
So next is decision-maker verification.
16:23
Just because you have a friend that is an Elks Club member or part of the Masons, we need to work with decision-makers.
16:31
So who has authority?
16:33
The executive director, CEO, board president, board of directors, membership director, partnership coordinators, right?
16:39
The people who are established decision-makers in the hierarchy of the association.
16:45
So how do you verify this?
16:47
What to verify?
16:48
Can this person approve vendor partnerships?
16:50
Do they have the authority to enter into a partnership with you?
16:54
Okay, do they need board approval for agreements?
16:57
Is it just them, or do they have to take it to their deciding board?
17:01
And if they have to, that's fine, we just need to know.
17:04
What's their timeline for decision-making, right?
17:06
If they say, you know, we do this once a quarter, we meet in six months, right?
17:10
We know how to prioritize that relationship and how to manage expectations, right?
17:16
And who else needs to be involved in the conversation?
17:20
A really great question to ask is, does someone else need to be on the call with us, right?
17:24
Do we need to schedule a time where we can have everyone together?
17:26
Because what you don't want to do is start a game of telephone, phone tag, right?
17:30
So avoid wasting time.
17:32
Speaking with administrative staff or members without authority delays your progress, creates frustration, right?
17:39
You could absolutely nail a sales pitch to a fellow member, but that doesn't do you much good unless he's got the ear, and all that means is it leads you to a conversation and meeting with one of those authority figures.
17:53
Any questions there?
18:00
All right.
18:01
So, we've got a strategic two-step engagement process, okay?
18:06
So the first thing you can set out to do is engage with possibilities.
18:10
So start casually asking about payment capability.
18:14
Like we talked about, you are able to receive non-dues revenue, right?
18:20
I think, Tim, is that how you would phrase that question?
18:23
Most associations would know what that means.
18:25
That question?
18:27
Right.
18:28
So that's the key word. Are you able to accept non-dues revenue?
18:34
Gauge the interest and openness to the concept. Do they blow you off?
18:37
Or is their interest piqued? So you know to proceed.
18:41
And then you build a relationship without revealing specific details or amounts.
18:46
Talk about the benefits, how it can help their members, how it can help them to have this partnership.
18:52
Like we talked about the mutually beneficial aspects, how it enhances the association membership.
19:01
And avoid premature objections before value is understood.
19:06
By offering too much, usually you give them ways to say no, right?
19:09
So it's piquing interest, give it a little tease, right?
19:14
And then on the second meeting, we're gonna go with full transparency.
19:17
That's when we bring out the brochures, the websites with the details and our comparison charts, and all the ways these benefits packages are just incredible for the individual. Bring out the commission structure, etc., how it's so incredible for them, all the ways it helps their association.
19:37
So how can this help me is always the key, and provide total transparency on how it works.
19:43
We talk about the commission structure, the cost per member, and how it pays them bi-monthly, right?
19:50
How can they expect to receive a direct deposit in their association bank account, right?
19:55
Make it very tangible.
19:57
This avoids adding extra steps that slow down momentum while allowing relationship building, right?
20:02
It's not a high-pressure, fast-close sale, right?
20:05
You're building a trusting relationship, right?
20:11
So we've got some approved messaging for association conversations.
20:14
Now, this is an introduction.
20:16
We will be having role play, examples, more in-depth training on the full conversation, but this gives you an idea.
20:26
Approved messaging, value-focused language, and this is what we do.
20:31
We provide affordable telehealth solutions that your members can access 24-7, right? Value-based, absolutely true.
20:39
This is an exclusive benefit that enhances your membership value, right?
20:45
Partnership language. We're looking to partner with forward-thinking associations.
20:50
We can customize the program to fit your members' needs.
20:56
We can tailor the presentation, right, so that what is important to their members is emphasized.
21:06
Right?
21:07
There are many benefits included in the Illusional Telehealth Benefits package. If this specific association identifies, oh, this is really going to resonate, right?
21:17
We can make marketing material completely around that so that it's most effective for them, right?
21:23
Just the same way I work with platinum agents to make custom marketing material and custom email campaigns for the niches, once we've gotten to the point that we are working with an association, I will provide that same service and help you create custom marketing materials for them, for their members.
21:39
Our team handles everything, all the heavy lifting, setup support, and member questions.
21:43
That's huge.
21:44
Everybody likes to make money where they don't have to deal with all the nitty-gritty, right?
21:51
So the ability for these associations to share an opportunity, right, and then hand it off to someone, but this is key—that they trust to take good care of their members, right?
22:02
Knowing that we have the incredible infrastructure of the telehealth benefits, but also the infrastructure of the support, right?
22:11
They get me and my team, we're going to take great care of our customers the same way we take great care of you, right?
22:16
I lead the support team for all of the customers.
22:18
We've got an incredible technical development team.
22:21
What we're not going to run into is unhappy members complaining to the association, right?
22:28
That they regret their purchase, okay?
22:30
So we're gonna take that headache away from the association.
22:34
And that adds to longevity, which adds to, right?
22:38
Growing, recurring revenue, right?
22:42
Any questions so far?
22:47
All right, so right with our approved messaging, we've also got things that we cannot say.
22:52
So prohibited claims and messaging.
22:56
Specific medical claims or treatment guarantees, right?
23:00
We can't guarantee that we can cure a staph infection, right? Cure, treat, diagnose specific conditions, right? Can they speak to a doctor? Yes, right.
23:11
In some cases, they may be referred to see someone in person, right?
23:17
So we cannot guarantee that everything that ails you will be solved, right.
23:22
You know, and no doctor should claim that, but we definitely don't want to make those claims for our benefits package. Promises of specific health outcomes.
23:33
That sounds wild, like, oh, we'll cure your cancer, but that's not what it means.
23:39
It means what we cannot say is, this will make your members healthier, right?
23:45
We can say we will help facilitate access to a healthier lifestyle, but we cannot say this will make your members healthier. So like a small, small difference that makes a big impact, right? Don't make claims about FDA approval for specific treatments, right. And guaranteed saving amount with documentation or without documentation. We have a really gorgeous benefits comparison chart on the website that the associations will have.
24:19
They have the same closing page, lead capture page that you have.
24:25
And it does have savings claims, but it is documented.
24:28
Documented, cited, referenced, referred.
24:32
But just saying, oh, I guarantee you that you'll save $500 over insurance,
24:37
that's too vague; it can't be documented.
24:40
There are savings, but you can refer them to the comparison chart on the sales page, or you can allow them to make their own calculations and deductions.
24:49
And guaranteeing that everyone will sign up is unrealistic, right?
24:53
And this really matters because we do have to work to comply legally for liability for the association, for ourselves, for you as agents. This maintains credibility.
25:05
When you make grandiose claims, most people see it as, you know, not real, right—too good to be true.
25:15
It protects Small Business Advantage brand reputation, the Illusional reputation, and ensures sustainable, ethical partnerships built on trust.
25:24
If you make promises you can't keep, you lose trust, right?
25:26
So when in doubt, focus on access, convenience, and affordability, right?
25:31
Those are undeniable and not medical outcomes, right?
25:35
Emphasize the value of 24-7 health and all the other member benefits.
25:42
This covers an entire family for $39.95, the dependents aged 2 to 25, up to six that don't even have to live in the household.
25:50
I love to cite my daughter going off to college and how this will help her.
25:56
So associations and groups with families, right, the benefit extends far beyond the specific member when we talk about these kinds of value points. All right, everybody with me?
26:13
All right, ages 2 to 25, Cat, that is correct.
26:17
So dependents covered in the family are children, dependents, adopted, stepchild—everything—age two to 25, and it covers six.
26:30
So the actual enrolled member, primary, their spouse or significant other, and the six dependents.
26:38
And the age that is covered is from two to 25.
26:42
All right, so our compelling compensation offer—the $3 per membership per month—is incredible.
26:49
They will immediately do the math on three dollars times their membership, right?
26:54
They go, oh, we've got a thousand members, three thousand a month.
26:57
Now again, we can't guarantee that everyone will sign up, but that is where their mind's gonna go.
27:01
So they have the benefit of seeing the big picture intrinsically, right?
27:08
That is going to be their reflex.
27:09
You don't even have to talk in big numbers to them.
27:11
They're going to get there themselves.
27:12
It makes your job very easy.
27:15
The recurring monthly revenue is also huge.
27:18
Like in this case, in this hypothetical example, a $3,000 commission is fantastic.
27:23
If you tell me it's going to be every month, right, and I don't have to do anything because your crack team is taking care of my members and keeping them happy, you're just going to pay me $3,000 every month—their mind is going to go there.
27:35
It provides a real financial value to the association partners and creates a win-win partnership with clear benefits.
27:42
And remember, that does not affect your commission. Any membership that an association brings, that you brought the association, you still get your full agent commission, be that five dollars for standard agents, and if you're a platinum agent that's seven dollars, and that, and they get three. It's not a split commission; this is plus, in addition to. All right, any questions here? Okay, so we touched on this a little bit earlier, thank you, Tim. If they are unable to receive payments directly, we've got creative solutions.
28:23
Again, focus on compliance.
28:25
We're going to keep everything legal, but we will work with them to pay them compliantly.
28:32
Tim, is there anything here that we haven't already talked about previously?
28:39
No, but I would add, what we're going to do is together take a look at the website that they've got and see what's important to them that needs funding.
28:49
And that's where we're gonna start.
28:51
So you probably want to take a look at the website beforehand so you know what's emphasized.
28:56
It may be lobbying, it may be scholarships or training or things of that sort, but it's really vital to know that first, and then we can get creative on the solution.
29:08
No, that makes perfect sense.
29:11
And I always recommend before you have a conversation with a potential customer, find out everything you can about them, right? Know what's important to them; it's going to make your conversation a lot easier because you can hone in right on that. But what Tim is also saying is that we will also speak to or inform if we can't pay them directly because of their structure. Knowing what's important to them like that—that is how we can frame the solutions and a workaround, so to speak. Reggie's asking for commissions based on businesses, not business employees.
29:50
So Reggie, when we're working with associations, a Chamber of Commerce may be selling to a business owner, right?
29:56
But associations can also just be a club of people.
29:59
So if the association enrolls their members directly, that could be individuals, right?
30:06
So if they have a thousand members, they wouldn't have employees, so each of those enrollments would be singular. So in that case, an association, say of realtors, right, a thousand realtors, would each buy one for themselves hypothetically, for example. But a Chamber of Commerce—this is a really great question—they are promoting to business owners who, yes, would buy their account but would buy for themselves and possibly all of their employees. So a Chamber of Commerce would have not just their own direct members; they might have a hundred members in the chamber, but all of those members being business owners could lead to a thousand, two thousand, three thousand enrolled memberships, all of which pay you the commission.
30:53
The commissions are always based on the number of memberships purchased, be that one singular for self or a business owner who adds 10, 20, 100, 200 employees.
31:04
Does that answer your question? Okay, yeah, Reggie says he was thinking about the chamber.
31:08
So yes, it's not that the chamber would only receive $3 for signing the business owner.
31:13
That chamber would receive the $3 per member that that business owner enrolls. Absolutely. Yes.
31:20
And you would receive your—I know you're a platinum—$7 for every member that that business owner enrolls. Fantastic question.
31:29
Kenneth asks, so all of the chamber's members, employees who sign up, the association gets payments for that.
31:36
Kenneth, absolutely yes.
31:37
So remember, just like you're able to go sell to a business and a business enrolls their employees, a chamber is selling to a business owner who could enroll his employees. It's the exact same structure.
31:50
They just receive $3, and the agent that is sponsoring the association receives your commission on each of those members also.
32:04
It's as if you went and signed up that business yourself and you're getting your full commission, and the association is getting $3 on every member. Thank you.
32:14
Right. I'm not speaking out of turn when I describe it like that, Tim.
32:19
The only thing I'd add is if the chamber, in this case, is just signing up their employees, we wouldn't count them as into this program.
32:29
All right, and I'll clarify what he's meaning by that.
32:31
If the association buys their own account at Illusional and is not acting as a sales representative, if they are just your customer, and they are saying, I as an association am a business and I am buying an account, I employ 15 people, they are then a customer, not a partner, and they do not earn on their own sale—but you do. The way they earn commission is if they are sharing it with their members as a sales partner. Everybody with me? Makes sense. Thank you, Brian. All right, I don't want to rush through because money is important—that's why we're here, right? So if there's anything that you want clarity on, I'll hang out right here for a second and make sure. How are payments to us handled via the chamber?
33:25
Are they chambers expected to pay upfront for business? Reggie, no, absolutely not. You work with us to get the chamber qualified and set up.
33:34
They get their own referral link just like you have a referral link.
33:39
They share their referral link that goes to the same sales page that your agent link is based on, right?
33:45
And when people buy through their link, our system, the Illusional Dashboard, knows that they've made a sale and are owed a commission, and you are the sponsor of that association.
33:59
So you earn a commission at the same time.
34:02
They do not pay you.
34:04
There's no funds exchanged at all between you and the association.
34:09
We, Illusional, pay your commission on all revenue generated through your affiliate links, okay?
34:18
I want to make sure that makes sense, so let me know that that tracks with everybody here.
34:24
ACH, I have great news, will be available very shortly.
34:28
We're in the final stages of testing, so the ACH, Thomas, will be ready for associations as well as all customers very, very soon, okay?
34:38
Joseph asks, the association is a sales partner, but do they also earn on the employees that they sign up? Okay, so Joseph, if they're a customer and they are paying for their own employees, no. Okay. If they are a sales partner and they are sharing their affiliate, their agent link, with their members who buy themselves, that is how they earn a commission. If they are promoting this opportunity to be purchased by their members, that is how they earn. Okay. That makes sense. Thank you, Brian. Got it, Reggie. Awesome.
35:18
Perfect, says Thomas. I love the feedback. Thank you. All right. Question.
35:23
What do you think about the idea of a public or private elementary, middle, or high school having their students bring flyers to their parents, inviting them to enroll in Illusional? That's a very interesting approach.
35:37
Anybody have ideas about that? Is that copacetic, going with schools?
35:46
I think you can, as long as they're okay being a business owner, so to speak, when they sign up.
35:56
Does that drive to our existing link, or does the association we sign up get a different link? Donald, fantastic question.
36:01
When the association is qualified and onboarded, right, we've established that we can pay them and how we're going to, they will receive their tracking link that is different from yours. However, on the back end, our system knows that their link ties their members to you to earn a commission, but they get their own separate link. Reggie says, great idea—better than selling candy. Yeah, my kid brought home lots of candy to support her softball team, and I had to say, no more, keep it out of my house. Is there a way a visual can be made of the payment structures? John, do you mean like a chart of commission?
36:47
It's really simple.
36:48
I absolutely can make one if that's going to be helpful, but the association makes three dollars per member and you make five.
36:54
So it's treated as if you had enrolled the member yourself. So it is simple.
37:00
It's a straight line.
37:02
I can work on a graphic too because I do want to make sure that it is absolutely clear and everybody understands.
37:08
If they promote to members, Kenneth asks, and their staff wants to also buy, the association will get credit on them, right?
37:16
If the employees purchase through their referral link, we don't care if they're employees or members, right?
37:23
Anyone who buys through the association's referral link will earn the association and you your commissions. Is the spreadsheet member upload ready, Tom? Great question.
37:36
The mass upload is not ready yet, but if that is a deal breaker for an employer, I will personally add them.
37:43
So you can get a CSV. It's not automated inside their dashboard, but if they're going to give you a spreadsheet, I will do it for you. But we will have that bulk upload soon.
37:54
Mark says most schools will not allow you to distribute commercial materials through students.
37:58
Okay, so yeah, we would just have to talk to that organization.
38:02
We'll go through the same qualification process, and if it's a no-go, then it's a no-go, and we'll learn from it and we'll make sure that we do better in the future, right?
38:11
Another perfect, thanks Thomas. Greg says here, I would like to think the school board would have to approve any program. Yeah, probably, yep.
38:19
So while it's an inspired idea, we will always have to do our due diligence on any new venture, right?
38:25
Because like I said, compliance is always key.
38:29
I have a nonprofit in your—I guess you're talking about Georgia here with us. Georgia Works, work programs, and homeless solutions in Atlanta. Oh, I already like where this is going.
38:39
I have a Zoom today at 2 o'clock with the CEO and introducing the program. I'd like to hand it off to you guys. Steven—
38:49
or Stefan—I don't think we're able to just get handed off.
38:53
We would have to talk to you about it, but that's fantastic because honestly, there's a lot of need out there for folks that can't afford real insurance, and you know, this is a target market.
39:03
You know, we could really, really help some people with that.
39:05
So I'm very, very interested.
39:06
All right.
39:07
So any questions about payment structure, creative solutions, we will get these associations paid if it's possible.
39:12
We will find a way to give them their money that they earn with these referrals.
39:16
We don't want to let that be a hindrance to building a relationship.
39:22
So letting them know upfront, that's why it was the first question to ask.
39:26
Can you take payments?
39:26
If they say no, the true answer is you probably can, and we're going to help you figure out how.
39:34
So next, we've got the verification and approval process.
39:37
And this step exists to make sure—and we touched on this at the very beginning—it’s a big world, but it can be a small world, right?
39:48
There are billions of businesses that you can talk to, but there are truthfully fewer associations. We want to make absolutely sure that nobody's stepping on toes and nobody's wasting time.
39:58
So when you are ready to speak with an association, you know, of course, put your feelers out there, generate interest, but when we're ready to take it to a more official level, when it's getting real, we could say, we do need to make sure that you let us know who you're trying to talk to because we're tracking to make sure that multiple people are targeting the same associations. Right now, how many Chambers of Commerce are there? They're all over, right? And like we had talked about, these memberships, these associations are regional—either community-based, state, area of the country, or even nationally—so it is very possible that one person is speaking to a representative in this region, and that could be completely autonomous and separate, independent from another region, and that's fine.
40:49
We are gonna keep up with that to prevent you wasting your time, right?
40:53
It creates a tracking system for all association partnerships to really make sure that you earn your commission that's due to you because you brought that association into the whole.
41:07
It ensures Tim can verify the opportunity is legitimate and viable, right?
41:11
Once we go through the prerequisite qualifications, you know, we have a decision maker. They are able to take funds. They are interested.
41:19
They have marketing infrastructure in place.
41:22
Next, there is a second level of qualification, and that's where we make sure that legally we can work.
41:30
And that's where Tim, who's been helping answer my questions throughout the call, steps in.
41:35
And then it protects team members' efforts and missions. Absolutely. It is a first-come, first-serve situation.
41:43
So the first person who brings an association to us gets first dibs.
41:48
However, if the association does tell us, I do not want to work with X, I am exclusively going to work with Y, we do honor the association's wishes on that.
42:01
So, but again, that is the fine detail that guarantees you who have built the relationship and closed the deal to earn your commissions.
42:11
So, what we're gonna have is, yep, Thomas, Thomas, you're always one step ahead of me.
42:17
Is the approval form ready?
42:18
So here's what we're gonna do.
42:19
We're having this training live, we're teaching you, you know, these are the fundamentals, these are the basics of what to expect in our process.
42:26
When this recording is published in the members area, this is module three, part two, associations, below the video that you might be watching me video right now.
42:37
Below this screen will be a preliminary qualification form, right?
42:42
It'll be basically the questions that we've reviewed on this training, right? You'll let us know, and when I say us, it's me.
42:52
I will be receiving all the forms and reviewing, and that's the initial approval process, right?
42:59
Once we make sure that the initial barriers are passed and all the boxes are checked, we'll let you know, okay, here's how we're going to proceed, or sorry, this is already on our list, or sorry, this is not a viable aspect. So it's going to be, you know, a fork in the road from that first form.
43:40
All right, so once that form is finished, you will be contacted with, you know, approval.
43:44
Yes, please proceed, here are your next steps, or let's move on to the next one, right?
43:50
What kind of agreement and paperwork might an association have? I forgot what the update on Spanish-speaking doctors was.
43:56
I think that's two questions.
43:58
We will have an agreement that the association executes with Illusional, that's question one.
44:06
And what was the update on Spanish-speaking doctors?
44:08
We have Spanish-speaking doctors, right?
44:10
When a customer enrolls in their Illusional telehealth benefits package and they set up their HealthSense or BusinessSense account, right, there's an app for their phone where they can make an appointment and they can choose Spanish-speaking or English-speaking.
44:24
There are also various other languages spoken by the doctor.
44:27
They just choose the doctor they want to work with and they make that appointment.
44:30
But yeah, Spanish-speaking docs are ready to go.
44:38
All right, so your role, relationship owner and sales driver.
44:42
So everyone has a role to play, and here are the responsibilities that you take on on your side of things, right?
44:51
So your tasks: initiate contact with a qualified association, chamber, group, et cetera.
44:59
You present the Small Business Advantage solution, right?
45:02
The Illusional offer and all of the member benefits that we talked about on this call, right?
45:09
And again, we will have more in-depth training and marketing materials, et cetera, for associations, but it is your responsibility to present this to them.
45:16
Again, we're not just going to take a name and phone number from you as a lead and then work it, right?
45:21
So the communication and the presentation of the opportunity is your role.
45:26
Build rapport and trust with the decision-makers because you will be making the introduction eventually to Illusional authority decision-makers so that that relationship can proceed, but establishing the relationship on the front end is with you.
45:41
And then maintain regular communication throughout the sales cycle, right?
45:45
It's not a handoff and then dust your hands off and everything runs.
45:52
We do; it's an ongoing relationship with all of us, right?
45:58
Conduct discovery conversations to understand their needs, right, and this goes to how you present the opportunity to best fit, like we were talking about—review their website, see what's important to them, speak to them in the way that is most impactful.
46:16
And again, with associations, I will help you help them with marketing materials to their members on the backend, so you can even speak to them in that language.
46:27
I know that the homeless population is very important to your cause, to your members.
46:36
When you partner with us, my team will help design marketing materials that emphasize how this benefits your cause, right?
46:46
So speaking to their pain points or the things that are important to them is really going to help you.
46:52
You need to address initial questions and objections professionally, right, being able to speak intelligently about the product, the benefits, everything. But again, we'll have loads of training.
47:05
And then guide them through the qualification and approval process, you know, encourage them to continue to speak with the Illusional team, you know, make sure we don't just fall off their radar, right, but keep the ball rolling. Okay.
47:19
So the ultimate goal is to bring the association to the point where they're ready to move forward. You don't necessarily have to, you know, get the ink wet on the contract, right?
47:29
But understand, make sure they understand the value proposition and are prepared to discuss implementation details, right?
47:35
Bring them as far along in the process, you know, as possible, right?
47:40
And then we're gonna lock it down together.
47:44
I'm assuming we can contact each other before we get approval to clarify some facts.
47:50
Thomas, yes, right?
47:51
Like, I think I understand your question.
47:55
So once you have generated, you will have to have generated some rapport and communication with the association in order to take that first step, right?
48:06
Remember those questions, decision-maker, can they take payment, et cetera, et cetera.
48:11
You have to know that for the initial step, right?
48:15
So the form that's gonna be below this video is going to ask you those things.
48:19
Who is the decision-maker?
48:20
Are they able to take payment, etc.?
48:22
Those are the kinds of questions, so yes, you will have to contact them and start building that relationship and then basically register them with us by answering the below questions and then we'll move forward.
48:35
Yeah. What we don't want is a list of a hundred associations you googled and like calling dibs on them, right?
48:42
So the initial research, the initial conversations do happen first.
48:47
So thank you for helping me clarify that. I'm sorry, Joe, I don't understand your question, but I don't think it's about associations, so maybe you can send me a support ticket and we can dig deep into that.
49:05
Okay, thanks, Joe.
49:07
And so, strategic support.
49:10
So an association is qualified and interested, but needs creative positioning, right?
49:14
So you've had the initial conversation, we've tagged it in, right, and we know that they're viable.
49:19
Do you need strategic ideas for overcoming specific objections?
49:24
Complex partnership structures require secret input, association requests, and additional information or validation, or you need help crafting compelling proposals, right?
49:33
So again, we want you to get the ball rolling.
49:36
You could take it all the way, right?
49:38
You absolutely could.
49:39
If you have this relationship with the decision-maker, you could need very, very little from us.
49:47
But if there are struggles and stumbling blocks, yes, you have support, okay?
49:55
And like I said, the creative ideas, strategic approaches, I will help make custom marketing materials to reach out to their members.
50:05
That is—folks love that as a selling point, right?
50:08
It will be branded to their association, and we grab their logo and we really personalize it.
50:16
But it's crossing the finish line, right?
50:20
What we don't do is, like I said, we don't just take leads, a contact list of names and phone numbers that you googled, right?
50:28
Day-to-day sales execution, right?
50:31
This isn't a sales team making cold calls, right?
50:36
It's a strategic deal closing, and it's done with you, right?
50:42
You stay the primary contact, you are the bridge to the association.
50:49
So you're with us every step of the way.
50:51
The ownership of the relationship is you, right?
50:57
So real objections and creative solutions.
51:01
I have to be the neutral party.
51:03
I can't separate myself from other businesses wanting the same access.
51:06
If I promote your service, other members might have similar offers, right?
51:10
Like, oh, you're gonna open the floodgates, it's a slippery slope.
51:12
If I do it for you, I do it for everybody else, right?
51:16
These are things that you might hear associations say to you when they're trying to get out of the conversation about partnering up, right?
51:24
So Tim's given us some creative solutions.
51:27
Leverage existing speaking opportunities, right?
51:31
Find or create events with bigger stages for presentations.
51:35
Sign up the Chamber President personally, right?
51:38
Have him be your first customer, like give him the great experience so he sees the benefit for others.
51:45
Use the president for warm leads and introductions to specific targets.
51:49
Maybe it's not a full endorsement yet, but referrals are great too.
51:55
Request free newsletter ad or spotlight feature.
51:59
You can still participate if they have community, like in their newsletter, right?
52:05
If they have community opportunities to spread messages, especially with a chamber, a bulletin board where you put your flyer up, right, and connect with—get introduced to members who may benefit, right, without promoting, so you could sell directly to them.
52:23
Maybe the association isn't directly sharing their link, but they are willing to introduce you, kind of gets them out of the middle.
52:29
And then connect with development authority for new business leads. Tim, do you want to talk about any of these? I know these are the solutions you provided. If I went through them too fast, do you want to flesh anything out?
52:42
I think you hit them pretty well for me.
52:45
Okay. Are there any questions about those—overcoming those objections—from the chat?
52:52
I'm just gonna jump in, look at questions. Oh, what is this—connect with development authority for new business leads? Tim, can you expand on that?
53:11
Yeah, the chamber works really closely with the development authority, or whatever it's called in your area, that works hard to get the technology centers all filled and new businesses come in, etc.
53:22
And if you're working with the chamber and they can get you in touch with the development authority, now you have the opportunity to talk with businesses that have signed on, they're coming in, but they're not there yet.
53:33
So you've got the first chance to talk with them and they'll typically introduce you if you're providing something that could be of interest.
53:47
And this is just, you know, really the tip of the iceberg on training on how to speak with, talk with, and build relationships with associations. So big picture.
53:54
How does everybody feel about what we've gone through about finding associations, right?
54:01
Initiating contact, the basic questions that you need to work into your conversations to make sure it's a viable option, how to get started with making sure that they're registered with you, and next steps, all right? Because that's what we've got here. About three steps shouldn't take more than a month to really get things rocking and rolling, right?
54:21
You identify potential, initiate contacts, make sure that they can accept payments, complete the verification form, right—that's step one.
54:33
Step two, after you let us know that you have had the initial conversation and those initial questions are answered, we validate—Illusional validates, right? We conduct the needed assessment conversation. We present the Small Business Advantage solution.
54:49
Again, you're the relationship owner. So that's the Small Business Advantage solution, right?
54:55
We're talking about the Illusional Benefits Package and their ability to earn the $3 on every member, and the membership does cover the entire family of their member, right? And if it's a business owner, the business owner can enroll all of their employees, right, and every membership pays them.
55:18
That's the member benefit materials, right, and answer their questions and concerns, right? And if you need to escalate those questions and concerns, we're going to help you answer them, but you are the relationship owner, right? So we are here to educate, inform, and empower you so that you are not dependent on the Illusional team for every single deal, right?
55:38
And three, closing and onboarding.
55:40
That's where we request creative support, develop customized proposals, member communication, negotiate terms, finalize agreements, and execute the onboarding process.
55:48
Basically, that's a lot of words to say we get them on and we give them their link, and I will help you with any marketing materials. They might not need it.
55:56
They might want to own it themselves, but if you've promised it to them to get them to sign the deal, I'm going to work with you to get them what they need. But, you know, easy as one, two, three. What can I say?
56:07
All right. I'm going to jump into the questions.
56:10
Jay says, really excited, keen to introduce associations. But you're in the UK. Let's see. Yeah, it is. I will say this.
56:20
Our biggest agents are in the Netherlands.
56:24
I understand that international work is difficult, but if you're willing to work when the sun goes down where you are, because the sun's up here, I know you can be successful, because I've watched folks who had never sold anything online be some of the most successful in the ERTC world with a very similar process, rise to the top of all the agents.
56:50
So I know it can be done, and we're gonna support you every step of the way to help you get there.
56:55
Reggie says, excellent. Oh, well, thank you.
56:58
Greatly appreciated, Reggie, thanks for coming.
57:00
I'm glad this is helpful.
57:02
Great guidance, I feel much better.
57:03
Fantastic, Thomas, I love to hear it.
57:05
Because really, it's all a confidence game, right?
57:07
I'm a full-time caregiver, calling won't work for me.
57:10
Yep, Jay, there are lots of different ways to generate interest and get eyes on your offer to get over that first step, right?
57:21
And we're gonna have tons of training on different ways to market, not just to associations, but to businesses all across America in our future training modules.
57:33
And remember, every Thursday, we're gonna have a call where we jump in.
57:37
We're gonna do role play conversations, overcoming objections.
57:41
We're going to be reviewing email marketing techniques and all the different ways you can use the internet to get in front of viable business owners, associations, all across America.
57:56
Okay, so the seven keys to building your association pipeline is quality over quantity, right?
58:01
We don't want a list of 1,000 names and phone numbers and we're just blindly going at it.
58:05
A well-qualified association is worth 10 poor fits.
58:09
Does that make sense?
58:12
One actively engaged, excited association who is going to work hard to share your message or this opportunity is worth 10 folks who are like, yeah fine, sure, whatever. Because remember, it doesn't cost them anything to sign up, just a little bit of time, and they get a link. But if they're not going to do anything with that link, you've wasted your time, right? So relationship first—build trust and rapport before pushing for decisions, right? Don't go in asking, go in giving, right? Authentic relationships create substantial partnerships.
58:50
Follow the process. The verification and approval process protects everyone. It is imperative. It is mandatory.
58:54
Use consistently to avoid conflicts and ensure success. Use your resources.
58:56
So we're strategic assets, right?
58:56
You've got a very experienced team with myself, Tim, Tom, Brian, like we're here to support you. Use us.
59:04
When you need creative solutions or senior validation, right?
59:07
When you don't know what to do, post in the Facebook group. Send in a support ticket.
59:13
Be sure, please, if you can, to attend these Thursday calls, right? We have live interaction.
59:18
As you know, I've answered every single question that's come across this chat.
59:21
We want to help you be successful. If you have a question, please just ask us. Think long-term.
59:27
Association partnerships compound over time as new members renew, right?
59:32
So think of them as constantly out there getting you more potential customers.
59:36
They want new customers, or they want new members, because they want to grow their members. Every single person they recruit, if you are keeping them engaged and they're continuing to get their commissions every month, right, they're going to continue to share this opportunity with their members. So this is not just long-term in that this is a recurring—once you sell it, you get the recurring commission. This is long-term growth, exponential possibility, right? And stay compliant, please. Approved messaging protects you, the company, and the partnership. We really don't want this to go sideways.
1:00:11
That's why we have approved marketing materials. That's why we have the uneditable sales page.
1:00:18
We do hear you when you give us feedback.
1:00:21
I hope if you're in the Facebook group, you know that the sales page, your agent affiliate link, has been updated.
1:00:28
This is the third iteration, and we just keep getting better.
1:00:32
We do hear you when you have feedback, but that is a non-editable page because it does ensure compliance.
1:00:39
And the same goes for the link that the associations are going to get.
1:00:44
OK, any questions?
1:00:50
Let's see, SBA, Platinum.
1:00:55
OK, so Robin says, in our Small Business Advantage platform back office, under marketing materials, we don't see any of the various links to the marketing materials.
1:01:03
So Robin, as a platinum agent, we send you, when we set you up with your agent link, we proactively sent you the customized marketing files.
1:01:17
So we created your agent link, we made you the QR code, the URL.
1:01:22
That's when we put that into the brochure and sent it to you.
1:01:25
So it's not in the members area because it's custom.
1:01:27
I can't publish it in the members area because it's specific to you.
1:01:30
I'm sure somebody would use the wrong brochure if I had published it.
1:01:35
So check your email, came from help@getsupport.biz
1:01:38
If you're missing that, if you can't find it, we've got it saved, we will resend it to you, right?
1:01:44
And this is a great point for all the platinum folks.
1:01:46
If anything changes, if you get a new phone number, if you get a new email, reach out to support@getsupport.biz
, we will update your marketing materials for you.
1:01:57
Grace, I see your technical question.
1:01:58
Please send me a support ticket so I can take that to my dev team and help you.
1:02:03
And do field agents pay monthly?
1:02:06
Robin, are you talking about platinum field agents where you sponsor a field agent instead of selling them a course? The answer to that is no.
1:02:16
So if that's your question, I think it is.
1:02:18
All right, so any questions about associations, I will do open Q&A for non-association stuff once we wrap this up, but I want to make sure every question about associations is answered.
1:02:27
And if any of my panel of experts that have been here with me throughout the presentation—thank you so much, Tim, for your help—if y'all have anything to add or clarify, hop in, okay? Because I'm gonna go into our action plan.
1:02:44
So what are we gonna do next, right?
1:02:46
Everybody here, I feel like, based on the questions that have slowed down, I feel like everybody's got a really good grasp on what we're doing, right? So now, next, we have to take action, right?
1:03:01
Nothing happens if nothing happens, and you miss a hundred percent of the shots you don't take, right?
1:03:05
So review your existing network for potential chambers and associations to contact, right? And if you don't have one, that's okay.
1:03:11
Google, right?
1:03:13
Bookmark the verification form location and understand the submission process. Okay, you can't see me, but I'm pointing down below this video.
1:03:19
I'm not sharing my screen, but everybody watching this in a recording, there is a form right below this video. That's our first step, right?
1:03:28
Prepare your initial outreach messaging using approved language from this training, right?
1:03:32
We all feel comfortable with that, we've gone over it a bunch.
1:03:34
And identify three to five target associations to contact this week.
1:03:38
Make that a goal for yourself.
1:03:39
Just three, reach out to three.
1:03:41
Research their structure.
1:03:43
Tim had a great point, just reviewing their website.
1:03:46
Everything an association wants anybody to know about them, they're putting on their website, right?
1:03:51
And then schedule a follow-up.
1:03:53
Post in the Facebook group, send a support ticket, come to these calls if you have any questions.
1:03:59
And remember, you own the sales process. You're the relationship owner.
1:04:04
You're the primary and you're with us from beginning to end with the association deals. And qualify rigorously before investing significant time because your time is valuable—it’s the only resource that you can't get more of. We don't want you to spin your wheels and waste your time. So those early qualification questions are going to save you from that heartache and headache. And that's my time, folks. Let's see, cannot see the form.
1:04:32
Will it be on Facebook?
1:04:33
Reggie, that's hilarious.
1:04:34
This is not a recorded call.
1:04:36
When it's in the members area and this recording is published on the module page, that's where the form will be.
1:04:43
If you know someone that has access to the association, is it better for them to come in as an agent under you?
1:04:51
Okay, so Grace, let me stop right there.
1:04:53
No, because no agents are under you.
1:04:56
You can refer someone to become an agent. That is, there is no downline here, right?
1:05:04
You get an override if someone you refer to Small Business Advantage becomes an agent, yes, but they are not under you.
1:05:12
Okay, so no. If you want to refer someone to be an agent you can, but they stand on their own.
1:05:17
They can make an introduction with you to the association, but there is not a compensation factor for them making that introduction. Okay. Brian Waits has applause. Thank you. Thank you, Guy, very much. Great feedback.
1:05:36
If a potential customer is not a business owner, how do they sign up for the program through our affiliate link? Robin, exactly the same way.
1:05:43
I believe we are working on making the business name a non-required field. That is a technical update that we're working on.
1:05:51
If it does require that field, they can just type their first name again in that field, but they absolutely can sign up the exact same way anybody else can, just as a single person. Like it says how many employees, they just put one—it’s just themselves, right? And they just pay $39.95.
1:06:19
All right, so if we're good with associations, I will open the floor to non-association questions. I have taken eight minutes over our allotted time, so I want to give you your day back, but you know I don't like to leave a stone unturned. Do all businesses receive the Business Sense benefits, or is that a—
1:06:35
Right, the person who pays the bill, right, the name and email on the initial lead capture form, gets the Business Sense package. Everyone else gets Health Sense. So if only one person purchases the $39.95 with one member, they get the Business Sense package.
1:06:55
All right, I don't see any more questions.
1:06:57
All right, if you think of anything else as we go, always GetSupport.biz operators are standing by to help you. I'm on Facebook constantly.
1:07:01
My husband says it's a problem. You've got all the execs that are monitoring that Facebook group also.
1:07:05
Tag Tom, Tim, Brian, Vanessa, all of us are there.
1:07:09
Sherry, our amazing technical dev lead, is standing by, so technical questions get either answered, solved, or taken to the dev team immediately.
1:07:16
All right, everybody, thank you.
1:07:17
I hope you have a fantastic day.
1:07:18
I'm gonna work on getting this published with that form.
1:07:20
Again, remember, right below this recorded video, you'll see that form.
1:07:25
To your success.
1:07:28
It's been great spending this hour with you.
1:07:30
Thank you to all of our expert panel who was here with me today.
1:07:34
I appreciate you all so much, and we'll see you next time.
1:07:37
Thanks, everybody.