0:00 Introduction to Liz Germain
6:44 Description of business
10:22 Monetizing YouTube: Big picture
15:45 Keywords
17:55 Series and Playlists
22:02 Channel Authority
24:45 Quality content
28:08 Authority stacking
33:42 Keyword research
36:19 Call to action
38:50 Thumbnails
41:32 Strategies
45:18 Relatable content
49:22 60 day strategy
55:16 Current climate advice
57:35 What is your Why

www.youtubegrowthhacks.com

Peter (00:00:00):
You're listening to the PK experience podcast, where I tap into the minds of today's impact players. My name is Peter King. I'm the host of the show. And my guest today is Liz Jermaine. Liz is a YouTube marketing expert. She came highly recommended to me as someone who gets real results for our clients. And I'm so glad that she did, because there was so much wisdom that she shared on this call. She didn't hold back at all. And I find that to be very refreshing because a lot of times experts will tell you certain things here and there, and then you're kind of left twiddling your thumbs and scratching your head and trying to figure out what to do next. I'm not so on this call, there's a lot of really great information in here. In fact, I took a lot of the information and tips and tricks that I learned on this call and shared it with some of my other YouTube marketing experts.
Peter (00:00:40):
And they weren't even aware of some of the stuff that she shared. So, uh, again, there's a lot of really good information. Be sure to take notes. If you have a business you're looking to grow your channel, uh, or get more exposure, more eyeballs, more traffic to your website. This is an absolute must listen call. So let's get into it here. I am with Liz Jermaine. All right. I'm here with Liz Jermaine, Liz, welcome to the call.
Liz (00:01:02):
Thank you for having me. Yes. I, uh, am very excited to get into what you have to share. You are a YouTube expert. Is that how do you, how do you describe yourself when people say, what do you do using marketing expert? Yeah, YouTube marketing expert.
Peter (00:01:17):
Okay. Give us a brief background of how long you've been doing this and maybe just a couple of examples of success stories that you've had. And so we can get a feel for what you do and the types of results that you get.
Liz (00:01:32):
Yeah, for sure. So I started in digital marketing eight years ago. My first company was a health and fitness company for women. We sold digital products and we had a membership site. And back in the day, we, it originally started kind of by accident. I was a fitness instructor and personal trainer and we, my sister and I partnered up and created a WordPress blog because we kept getting the same questions over and over. Like, what should I eat? What workouts did we do? All that kind of stuff. And so we put it on a WordPress blog and then at the time Instagram was just getting started. And so we created all the accounts. We had a Facebook fan page, we've created an Instagram account. We created a Pinterest board. We set up a YouTube channel and, um, you know, we didn't really know it was going to happen.
Liz (00:02:15):
We just wanted to make sure that we were covering all the bases. And over the next couple of years, um, we realized that there was a huge market opportunity because not only did we end up serving the people in Los Angeles, which is where we were living at the time we started getting women from South America, from Europe, from Australia, even from the parts of the middle East, asking for more information, asking for more workouts, asking for more healthy recipes. And so we decided to launch our first group program. We were hoping to get 10 women in it. And we ended up enrolling over 350 women around the room. Yeah. So kind of blew up. We were not expecting that, but it was super cool because now of a sudden we could help, not just the people in our local community, but people all over the world. Right.
Peter (00:03:03):
How, how exciting was that when you launched and you thought you were gonna get, you know, a handful of you got hundreds.
Liz (00:03:09):
Yeah. That was, it was, there have been a couple of really peak moments over the course of the last eight years. And that was definitely a highlight because in that, in that experience too, it was the first time we'd ever charged for something online. And the way I describe it to people who are, you know, maybe just getting started, once you figure out that you can make money online, it's like, it's like being in a desert and finding a secret faucet point. You're like, especially cause at the time I, you know, we were working like four or five different jobs as trainers just to make ends meet in LA. And so realizing like, wow, we could actually serve a way larger segment of the population of women around the world while also making way more than we've had ever made in our lives. Um, it was super cool.
Liz (00:03:55):
And so we were able to leave our jobs and in that first year, and over the next few years, you know, we were doing all the things. It was like Instagram every day, Facebook, you know, we had Facebook groups going, um, and had a Pinterest board. We were blogging all the time, doing our email updates, all the things. It was a lot of work. And then a couple years ago, um, my sister got married and she decided to start a new business with her husband. And so in that transition essentially, um, losing half the leadership team from that first company, I really had to do a company audit and figure out where are we getting the highest ROI from all of our marketing efforts? And what I found was really shocking to me because even though we were spending so much time, literally every single day on Facebook and Instagram, our highest ROI, not just for the year that she left, but the entire entirety of the company was from YouTube and Pinterest.
Liz (00:04:46):
And we had like relatively small amounts of effort into those platforms because they were a little bit more challenging, not so much Pinterest, but especially YouTube doing video production and getting everything uploaded. Like it's a lot of work, right. You kind of ignored it. But then when I actually looked at all of the data and it was like, Whoa, we're getting way more sales from this it's evergreening. It's taking the least amount of effort. Um, I realized like, okay, why is that? Why aren't YouTube and Pinterest outperforming everything. Cause even at this time we had Facebook ad campaigns running and all of that. And it was just a lot of work. Right. And what I discovered is that their search engines, so it makes sense, like we did the work once and it continued to pay off. And so at that point, pivoted the whole company, we switched it into more of an affiliate network for other fitness influencers.
Liz (00:05:34):
Cause I didn't want to do the company on my own. I mean like, who does, you know, I don't know about you, but after five years of sitting behind a computer, when my passion was being in front of it, I was still teaching at the time like fitness classes and stuff. But at the time, um, I just realized when she left, I didn't want to, I was like, I had grown so much over those last five years, the things that really shifted. And so we completely changed the business model. Um, change it into an affiliate network. We're now it's like a content aggregation platform essentially where big health and fitness influencers that have digital products can have their stuff featured. And that allowed me to exit the company and start teaching other people how to do that. So that YouTube channel is currently at 120,000 subscribers. It has, I believe it's almost 11 million views all organically. Um,
Peter (00:06:24):
And this is just to be clear. So this channel is specifically teaching other people how to use YouTube or is this
Liz (00:06:32):
Yeah, that was my first business. It's the health and fitness channel for women.
Peter (00:06:36):
And so can you explain to me the model again then with the aggregate, um, support that you were getting?
Liz (00:06:43):
Yeah. So when she left, um, you know, I just realized, I didn't want to, because our model was, we would do two group challenges a year as a, as like a free challenge to get people in the door, um, to purchase the yearly membership. And when she left,
Peter (00:06:59):
Was that your only serviced at the time, the only product, the yearly membership,
Liz (00:07:03):
Uh, we had the membership and then we had two meal plans available and then we did a lot in brand deals and sponsorships, and we also had a lot of the ad sense revenue coming in from YouTube. So those were
Peter (00:07:16):
Sorry to interrupt you. Can you give me an idea as to, would you be willing to share what percentage, uh, income was on each of those? Like, what was your biggest driver revenue driver was at the endorsements was at the membership.
Liz (00:07:29):
So it was definitely the membership you 70 a year. Um, and we had almost 4,000 people in it. Wow. That's awesome. Very cool. Yes. Super awesome. Sometimes I really didn't getting it, but at the same time it was like we built it and then it was like, okay, I don't really have anything to do, like starting to get really bored, you know, cause we only did two launches a year and um, we, but we also did do a lot in brand deals and sponsorships that, that revenue probably brought in like over $200,000. Um, so, you know, I don't know. It was just like, it was almost too easy. I feel like I needed a, more of a mental challenge. Like what do I do with this? You know, poured it all to myself. Where do I start teaching other people how to add this kind of revenue to their companies?
Peter (00:08:18):
Yes. So cool. Okay. Got it. Uh, so, so just to be clear. So when you were doing the fitness thing, you brought up, you brought on a affiliate, like other people who were selling fitness products too.
Liz (00:08:33):
Yeah. So we, we sunsetted that membership option, um, in exchange for being able to continue to produce content and feature other instructors because as my I'm still very passionate personally about health and fitness. Um, but as my passion and the business really started to wane, I didn't want to just leave this massive platform of, of women that we were serving for the last five, six years for nothing. You know what I mean? I started introducing enhance selecting, you know, high quality nutrition experts, and fitness people who had digital products that would continue to serve the marketplace. And so we put together a pro um, uh, video suite that helped them promote their products so that they can like the most recent videos on the channel. I haven't posted in a really long time on the channel. Cause I'm so busy with the bid flow and stuff now, but the most recent videos on the channel, they all link to affiliate programs for hand-selected instructors and nutrition experts and stuff like that.
Peter (00:09:30):
But the video content that they were creating was that behind the paywall for you, I mean, people were paying to get a portion of the expert's content and then there were upsells into that experts, uh, individual products.
Liz (00:09:45):
Yeah. So we just brought them guest instructors. Um, and we produced typically what we would do is produce three or four videos in one day. Um, and then those videos now live for free on that fitness channel. So it's a lead generation platform for them using our
Peter (00:10:04):
And where they it does. Were they paying you then to get that exposure? No. So they pay us now we're getting the affiliates with the commissions. Yeah. Got it, got it. Got it. Okay. Okay. Sorry. Thank you for explaining that because I know I've always been curious. Okay. Got it. Okay.
Liz (00:10:22):
That's kind of where I got my YouTube jobs and in that transition I'm like, well, I just, like, I was just to be honest, I was bored. I didn't have enough of a mental challenge. And so I took a lot of time off. I took like six, seven months off almost a full year and I wanted to see like, what do you have next for me? I didn't really know what to do. And you know, I had all this YouTube money coming in and so I just traveled around the world. And over time, like two dozen people ask me, how do you have a job? Like, what are you doing? Are you just like traveling around? I'm like, well, YouTube, the second question that they would always follow up with is how do you monetize YouTube? How did you do that? And so of course being a marketer by birth, um, I'm like, okay, cool market opportunity. People need to know how to do this stuff. And we had figured out a system and kind of crack the code if you will, on how to get organic YouTube views, pull in traffic and create the video marketing automation system on the backend to actually turn the viewers into buyers.
Peter (00:11:19):
Love that. Let's dive into that. How do you do it? Well,
Liz (00:11:26):
Well, that's a very loaded question. I think things that somebody needs, number one, you need to identify with YouTube specifically. You need to identify what's the, what's your end goal. Um, a lot of people come into the YouTube platform. They just start posting content just to post content. Cause they're like, Oh, I just need to get something up. Um, and we don't recommend that you need to have a very specific end goal. Is there a program or service that you want to promote? Do you want to make money brand deals and sponsorships? Um, basically the strategy for each of those ways to generate revenue is very, very different. So you need to understand, like, what is the big picture vision of where are you building towards? Because for example, if you want to bring in sponsor revenue, you need to be working on building a massive audience.
Liz (00:12:13):
And the strategy to do that is very different than if you are just looking to use YouTube as a lead gen platform where, you know, you get one or two high ticket clients every single month from your YouTube channel, very different strategies. You know what I mean? So I think the number one thing is to begin with the end in mind and then reverse engineer based on, you know, what your specific goals in your company are, then figure out, okay, what do I need to do from there? You need to understand that YouTube is a search engine. It's the second largest search engine in the world. And it's owned by Google, which is the first largest. So they were, the platform works very differently than Facebook or Instagram. And with that, there is a fundamental understanding that you need to have about how keywords and SEO work in order to actually garner organic traffic.
Liz (00:12:59):
You also need to understand that Google ads is an ads platform and because Google owns YouTube, they allow you to run YouTube ads as well. So from once you figure out what begin with the end in mind, like what's the end goal with this? Then we can reverse engineer knowing that it's both an organic search engine, as well as a paid ads platform where you're going to put your time and your money. Um, the people that just hop on YouTube and they're like, whatever, I'll just run like YouTube view ads and just get a bunch of views on my videos. And then it will just naturally work more often than not. That actually ends up tanking their organic rankings. So be very smart and strategic about, okay, if I do want to get organic traffic from my YouTube channel, which by the way, everyone should want that because it's very profitable to not have to pay any ad platform to have a flood of leads coming in organically.
Liz (00:13:49):
Um, but if that is part of your strategy and where you want to go, you need to be careful of just like running YouTube ads for, for video views, because the engagement will drop on those videos that you're running ads to. So we have, you know, there's intricacies within it all, but I think those are the main two things that you need to understand is like, number one, what are you using YouTube for? If it's just to get rich and famous, don't call me if you want to help people and get your message out there and be able to attract the right types of clients that you can actually serve. Definitely call me. And then from there, identify, and we can help you figure out, like, what is the, from the organic perspective or the paid ad side? Which one are you going to go go towards?
Liz (00:14:29):
You need to understand no matter what, and you know, competition keywords, keywords on your videos. So if you don't want anything to SEO, that's how YouTube platform pulls content. That's in the archive to be able to serve it up for a viewer who is typing in search queries. So if you know how to your content and plan it out so that it is making it as easy for the YouTube algorithm as possible to pull that content, when it's being asked for you can increase your organic rankings and we've done this over and over and over again for some really highly competitive keyword terms. And it's not just ranking on the first page of YouTube search results. We've gotten multiple clients who also rank on the first page of Google search results because Google owns YouTube. And sometimes it will embed those videos into the Tufts. Lots of Google search. Google also has their videos tab, specifically favors YouTube videos. So these are, these are like really 30,000 foot view concepts that I get to educate people about all the time. Cause a lot of people are just like, Oh, I'll just start off some content. Let's say, well, you can't grow. If you don't have a strategy behind it,
Peter (00:15:44):
Can we, can we zoom in a little bit? So from the 30,000 foot view, I think a decent amount of my audience that I know of is familiar with search engine optimization. They understand, you know, some what I would consider common sense, keyword placement, keyword in the T in the title of your video. Um, you know, not certain things not to do don't keyword stuff, don't add additional non-relevant keywords, things like that. Um, mentioned the keyword in the actual video itself. Are there, are there other things that you recommend as well to help get rankings for competitive terms?
Liz (00:16:23):
Yes. So you need to pick the right kinds of keywords. That's the most important because if a keyword has high search volume every month, but it's also extremely competitive and there's already 10 million videos in the search pool for it. You're you're, even if it's a high volume keyword, you're not going to rank for it because there's so much competition for it. So being able to identify, okay, based on the channel size that you're currently at, if you're brand new, obviously you should go after some of those smaller, more niche down keywords. Um, if you have channel authority, you can start to go after the bigger, heavy hitter keywords, but you have to build up that authority over time. So picking the right keywords is pretty much what our entire company does now is educate and train people. What's the formula, which ones are good, which ones are not good.
Liz (00:17:09):
Um, how do you start authority stacking? So once you have a video that breaks through, then how do you continue to build on that momentum and create series of playlists around that to build authority around specific talk topics? Cause at the end of the day on YouTube, Washington is King. So your watch time is the most important metric that you need to pay attention to. So everything that you do is designed to increase your watch time. The reason being is because YouTube wants people to stay on YouTube. So they're going to favor a channels that have really high watch time and audience retention over channels that, you know, maybe you have a, the right keyword, but your audience retention is like only for the first minute of the video because the video song, You know, it's a very multifaceted thing, but I hope that helps.
Peter (00:17:55):
Um, it does help. So, um, you mentioned series in playlists, so, um, I'm assuming and correct me if I'm wrong, that if you're just starting out, you might want to target longer tail keywords that are specific and relevant to, you know, your offering or what your end outcome is that you predetermined. Um, once you get a little bit of momentum, you get a little bit of authority, you mentioned against series in playlist. Can you walk us through the relevancy of that?
Liz (00:18:24):
Yeah. So you're, you're dead on, correct. Um, you want to serve a long tail keywords, especially in the beginning when you don't really have any channel authority. And also just to remember, to make sure that they are lower competition, but still high enough search volume to make it worth it. Um, once you start to see some momentum, once you start to see some videos take off, you can use what we call content cycling. And also what I just mentioned, authority stacking. So with content cycling, um, essentially what you're doing is I'll give you an example from the finished channel, we created one video that was how to do the splits. Still ranks. Very high, has 6.2 million views organically. Um, and with how to do the splits, everybody wanted to know how to do the secondary video. So that is how do you do the middle splits?
Liz (00:19:17):
So once that video started taking off, there was a secondary video that came out a week or two later that now with, with both of those videos being published, because that one was such a heavy hitter and just went absolutely viral, still gets tons and tons of search traffic all the time. It's probably it's the best video on the channel by far. Um, it's now sending in siphoning its traffic to the other videos through or to the other video through info cards, through links in the description, through the end screen elements. So we're taking them wild success of this one video and content cycling it to send traffic back and forth between them. The how to do the middle splits video is also now independently ranking for those types of keywords. So we're doing the same thing back and forth. So the traffic from that, we're sending over to the other videos as well.
Peter (00:20:05):
Is that something that, that you're integrating or is YouTube making that connection in their algorithm and doing it for you?
Liz (00:20:12):
You have to manually do it. So you can, you can link videos together using info cards. You can also link to them in the descriptions. Um, you can reference them verbally in the video if you like this. And you're really going to like part two over here. Um, and you can also use the end screen elements where you can feature certain videos. You can literally select what other videos on your channel you want to be attached to that video. If somebody watched the entirety of the video and made it to the onscreen, you should be attaching the relevant other videos that they might.
Peter (00:20:44):
That makes a lot of sense. Yep. Sorry. I was just going to say it's amazing to me. It's amazing to me that YouTube, I mean, this is probably, shouldn't be amazing, but I'm still amazed by it, but even just verbally saying it, YouTube is picking up all that content. So even if you said, Hey, watch part two, YouTube knows that there's a part two.
Liz (00:21:09):
Oh no, that's more for YouTube. Can hear what your videos are saying. They do. Their algorithm can pick up verbals. That's why you want to say your target keyword in the first five to 10 seconds of your video. Um, but it's not picking that up. That's more for user experience. So in the video off, you know that you're going to have a part two, or let's say you, you create a secondary video that is in reference to a part one. You should just verbally say that so that the viewer on the other side is like, Oh, okay, cool. I'll go watch that. So it's like increasing the likelihood that they actually go watch more of your radios, which helps to increase the likelihood that YouTube algorithm over time will start suggesting your videos automatically through the algorithm. Does that make sense? It does. Yup. Kind of a, uh, an acute distinction there. And I wanted to talk a little bit and kind of explain authority stacking. So that's, especially when you're new and you don't have channel authority yet as you're building towards that, you need to,
Peter (00:22:02):
You defined really quick what channel authority means.
Liz (00:22:06):
So it's like, um, if you were to think about it from an SEO perspective, domain authority, we've all heard that before. And it works very similarly on YouTube. If your channel has authority, that means it has a very long standing good reputation for putting out high quality content.
Peter (00:22:23):
So I mean, conceptually, I understand what it means. Is there a, how do you delineate, how do you know that you've now reached authority? Is it just,
Liz (00:22:31):
There's no like award or metal that they're going to give you clean out a blue check Mark or anything like that? You know, it is a little slightly different from regular SEO, just on the internet because with domain authority, obviously the higher authority or domain has the easier it is for it to rank, but it is the same way on YouTube, the higher authority, the more subscribers and more views, more engagement. You have all those user experience signals. If they're consistently good and keeping people on YouTube without complaints and spam reports and all of that, then that you're, it's easier for you to rank on YouTube as well. Does that make sense?
Peter (00:23:10):
It does. I mean, I would correct me if I'm wrong, but I'm assuming that it has to do with the seasoning of the channel, meaning that the channel has been up for awhile, you've been creating good, consistent quality content. And, you know, YouTube knows that it's quality content because there's high watch time on it. You're putting out a consistent, uh, video, your video or videos on a regular basis. So the channel is growing. The footprint of the channel is consistently growing. You have appropriate SEO, et cetera, et cetera, et cetera. So the authority of a site simply would mean that when you put up a new video, you're going to probably higher, better, quicker for high quality keywords than somebody who doesn't have that. Uh, all those other things that I just mentioned,
Liz (00:23:52):
Right. Then a brand new channel there. I can't remember the exact number, but there are literally thousands and thousands. If not millions of hours of, I really need to know this stat, but there's tons of videos being uploaded to YouTube all the time. YouTube algorithm can't promote all of them. So it's really looking for those star channels that have that authority and those channels do like once you have that authority and it's a lot easier for you to get organic traffic, to get more engagement, to have, um, you know, just better user experience signals across the board because you already have the audience you already have proven and like basically, um, earned your stripes if you will, on the YouTube platform. So they are their creators that have really taken off. Because again, they want to keep people on YouTube proof of concept that your content is really good. It's easier for you to rank.
Peter (00:24:43):
Got it. Um, how do you create quality content? There's so many people that are in a particular niche. They think that they're, you know, quote unquote creating quality content, but it goes deeper than that, right? I mean, how, how do you find that one kernel that differentiates, uh, cause I've seen people produce videos of essentially the same thing, but because they made a little tweak or because they, the title was a little bit different or, or the thumbnail might've been different. Um, that video went viral versus another one that's more or less the same video. Like how do you find what that one thing is?
Liz (00:25:22):
Well, first and foremost, you need to understand your target audience and what their problems and challenges are. Um, I see so many people that are just posting content for the sake of posting content. And that's not the way you can eventually get there, but this is really comes down to the three different types of video content, that good channels you have high watch, time grow super fast and have good engagement. They all have the three types of content. One is called hub content. One is called health content and one is called hero content. So the biggest mistake I see to give you kind of a breakdown, quick rundown, how content is like what you're known for. It's like if you were to think about YouTube as having a TV show, that's like your regularly scheduled programming every single week, um, help content is where everyone should start.
Liz (00:26:05):
If you don't have health content on your channel, you are missing a huge opportunity because help content is searchable and discoverable. That's how people actually find who you are, is if you know their top 10 to 20 biggest problems and challenges, and you create help videos to help them solve those things and then make sure you do the keywords and all that correctly. That's how people actually find you. And then hero content is like once or twice a year. Um, you would post like a, more of like a storyboarded emotional experience type of a piece where there's an antagonist in the story. Um, those are really videos that are designed to be, to create loyalty and to create a deep emotional connection. So that's kind of the stages of content. The biggest mistake that I see is people start with hugged content, which is like repurpose Facebook lives, repurpose podcasts, episodes, um, stuff that they just felt like filming there, cause they're trying to nurture their audience. But the thing is, if you're trying to grow your channel people, aren't going to be able to find your hub content. Cause they don't know who you are, unless you're Murray for the dollar Brendon Burchard or some of these heavy hitters, you need to start with the health content because that's how people on YouTube are at able to discover you. Does that make sense?
Speaker 3 (00:27:14):
It definitely does. And you're only doing the hero content twice a year. You said
Liz (00:27:18):
Once or twice a year. Yeah. It can also be like, for example, right now we're in the middle of the COVID-19 pandemic. Um, our hero content can also be trend or topic related like current events related. If something just, if in your industry, something is just going bananas and it's a, it's a time-based situation. You can use the same principles of a help video, like certain doing the keyword research for whatever that trending topic is. Or let's say it's a tent pole event or some big conference coming up in your industry or, you know, a big influencer in the industry just launched a new program or a new book or something like that. And you do a review. Those would all be also considered hero pieces. Cause it's not something you would normally do, but it's not designed to specifically solve a problem or challenge that your marketplace. Right.
Speaker 3 (00:28:05):
Okay. Great info. Um, I feel like you were on a train of thought and I asked you
Liz (00:28:17):
No, he didn't, I'm still thinking about it. I was gonna tell you about authorities. So yeah, it's better to have that, that frame of reference and understanding for YouTube and the types of content you should be creating because authority stacking will now make more sense. So let's say you're just starting help content. You can create any time you should create as much of it as possible with the right keyword strategy. And then once you have a solid video, we recommend typically at least five to 10 help videos during that testing phase to see, okay, which ones are going to take off. Um, then you can start to transition over into including more of that hub content, right. But don't ever stop making health videos. Okay. So with authority stacking, essentially what you're doing is all of those health videos are really tests to see, or is this, is this going to be the one that gets us organic traffic?
Liz (00:29:03):
That's why we recommend starting with as many of them as you can. And then, you know, over time, sometimes sooner than later, one of them will take off and maybe your average views were like a couple hundred before. And then you get one video that just goes to like 20,000 within a week. So that shows you where the gaps are in the marketplace. And when your authority stacking, you're basically taking that. And that's when you would create a secondary video, that's not competing with that original video, but it's supplemental to that original video. And that's how you start to build out series. You start to build up, play this because you're really like essentially, if you are, if you think about the internet as a big conversation, your day, that are your ears. So if you get a video that just completely breaks out, you, you sh that's, the marketplace is telling you, Hey, this is what we want. Build that out more. Um, so that's what authority stacking is, is just really paying attention to your data and analytics and identifying those breakthrough videos so that you can continue to build authority around that topic that's doing really well.
Peter (00:30:05):
Gotcha. So the series are like part one part, two part three of something. Is that what you mean by series? Right. And then the playlist, let's go a little bit deeper with the playlist and the relevancy of those.
Liz (00:30:18):
Yeah. So playlist you always want to make, um, playlists titles are also an additional opportunity for SEO. So you should do keyword research the same way on your playlist options as you would with your video titles. And what we typically recommend is looking for outcome or results based playlists titles. So instead of just calling it like recipes, for example, and have all your recipes in a playlist, you would call it like, um, you know, skinny desserts for weight loss, something like that, but still is, you know, you would have to obviously do the keyword research on that. Some sort of an outcome or result playlist was going to perform better over time than just a random generic topic playlist
Peter (00:31:03):
Is there. So the skinny desserts to help you lose weight. I mean, that could be a video in and of itself. How do you, when you conceptually think of cat, you know, creating a category of videos versus the individual video itself, are you looking at, why would you create a playlist keyword? I'm just trying to think this out loud. Do you sort of see where I'm going with that question? Um,
Liz (00:31:27):
Yeah, so here's the thing and I use fitness and nutritional examples all the time because I have a very strong background in that industry. So I understand it very well. This could apply to really any industry. Um, so use the same level of logic that I'm about to explain and apply to your own industry. So if we think about, do you know what silo architecture is? Okay. So in SEO, there's this term called silo architecture, and it's essentially the skeleton structure of how your website should be to maximize your organic rankings. YouTube works very much in the same way, except for, instead of, you know, the, the name of the website and then the navigation bar and then the categories and the posts on YouTube. It's you have your parent topic for your channel. Then we recommend that you create three to four channel pillars.
Liz (00:32:15):
So on our example, it was fitness, nutrition, and lifestyle for women. So the parent topic was women's health. And then within that, we had fitness nutrition lifestyle. And then within that, we had, so let's take nutrition, for example, to use this dessert example, make me hungry, but we'll do you take the nutrition pillar, break that down into a series playlist. So a playlist would look something like, you know, skinny desserts for whatever result. And then within that, it's like we have all the chocolate desserts. We have all the ice cream, we have all of the dairy free. We have all of the vegan, we have all of the, so you have different categories within that. What does that mean? And then within that you have your keyword keyword based videos. You wouldn't want to necessarily make a video title, something as broad as skinny dessert recipe,
Speaker 3 (00:33:08):
Obviously yes.
Liz (00:33:08):
Individual keywords, but you're probably going to have a higher chance of ranking on something that's like vegan, dairy, free ice cream recipe, because it's more, it's longer tail it's way more specific. And you can become a big fish in a small pond versus trying, especially when you're new, trying to compete with, you know, the millions of other videos that are out there on YouTube for some Guinea dessert space.
Speaker 3 (00:33:33):
Gotcha. That makes a ton of sense. Okay. That's helpful to think that that example is very helpful to think of how that can be modeled and other industries, um, who do you use to do your keyword research?
Liz (00:33:46):
Uh, we do it all. I have a, uh, Google SEO expert that sometimes will contract to come in and do specific client projects, but I've been doing YouTube keyword research for the last four or five years. And I'm taking every training out there. We've also come up with our own systems and I don't see anybody else talking about here's the thing though, that people really need to understand YouTube. Doesn't give its search data to anybody. So even using the keyword, plugins and stuff, to help you with YouTube. Um, and this is really where the art and the science come together. But even with using things like tube buddy or butt IQ, keywords, everywhere, those are not taking data direct from YouTube because YouTube doesn't give its data to anybody. So they're actually taking data from aggregate sources. So, and I get this question a lot all the time, too. If somebody tries to go out there and learn how to do this stuff on their own, it could be very confusing because that IQ will tell you this keyword has a very different number of search volume. Then two buddy is telling you, and that's because they're not pulling their data from YouTube directly. They're taking it from an aggregate third party source. It's essentially looking at estimated averages over the last, usually 12 months for those keyword trends and searches, right?
Speaker 3 (00:34:58):
And they're just re reverse engineering and by their own algorithm and trying to figure it out,
Liz (00:35:05):
They typically take it. And I've talked to, you know, some of the people higher up in the own, those keyword plugins, um, and they typically are taking it from there, not like manipulating the data they're taking third party aggregate data. Um, and you know, you have to, I don't want to speak for them, but the main point is YouTube. Doesn't give its actual search shade at anybody Google does, but YouTube doesn't. So there's, there's a combination of the science of, of SEO and keyword research combined with the art, a video and of content marketing. Does that make sense? Just like, you know, be like, Oh, just do this and then do that. And then hit play. It's not that simple. It's an art and a science. And so we really help people strategize around that and make sure that you're going to get the highest likelihood of success. Based on years and years of doing this, having multiple videos go completely wild ranking on first pages of Google and YouTube search results all over the place and generating leads and sales under the day, like, cool, you can have those vanity metrics, but if you are running a company lead the leads and sales piece of it is the most important part.
Peter (00:36:17):
It's the needle mover. Um, speaking of leads and sales, do you, how do you propose that people do that in their videos? Do they create a call to action in the video itself? Do you put a call to action in the description? Do you do both? What is your best advice on actually generating the desired behavior from the viewer?
Liz (00:36:37):
Yeah, so we actually have a YouTube video script template that I'd be happy to give to any of your people, um, where it essentially tells you that the structure of your videos. So, um, what would be happy to provide that resource for you, but in general, during the call, the actions are always at the beginning and then they're always, again at the end optionally, you can do a pattern interrupt and do another call to action in the middle. Um, you don't always have to do that, obviously test it out cause you don't want to just be making call to actions the entire time. Um, but you do at least at the bare minimum need to have that call to action at the beginning after your hook and then a call to action at the end. And we also recommend obviously having that in every video description, um, if it's a specific call to action for a specific type of lead magnet or something like that, that you mentioned in the video, you would want to have that above the default upload description. And then in addition to that YouTube a couple of years ago, just out of the feature where you can pin a comment to the top of the comment section. So we recommend that you put your call to actions in the top of the comments section as well and info cards also
Peter (00:37:41):
And progressive. Okay. Do you get penalized at all for having it? Let's say you had a call to action that was, um, that you used, you know, that was, uh, edited clips. Um, and you use it on all your videos. It was literally the exact same clip. Would you get penalized for, for doing something like that? Does it need to be unique every single video?
Liz (00:38:02):
No, I don't think he would, unless it's like a family type of thing you do does have high quality standard for its community guidelines. Um, you need to make sure that your whatever you're linking to, or making call to actions for is that, you know, not sending people off to, you know, a spam site or something like just really black hat. Um, but as long as you're following the community guidelines, it's okay to, to repeat elements of your video and every single video, like looking at Jenna marbles, for example, her intro has been the same for the last 10 years and it never changes, you know, she doesn't always use it, but she used it in like probably thousands of videos. So she didn't get penalized directly for repurposing pieces of the videos that you're creating. Um, unless you somehow violated the community guidelines.
Speaker 3 (00:38:48):
Okay. Um, I know that thumbnails are important or at least that's what I've been told by other YouTube channel creators. Okay. W walk us through for those that don't know exactly what to tell Tonio is let's define that and then walk us through maybe some best tips for creating a good thing.
Liz (00:39:07):
Yeah. So your thumbnail is the little image that shows up, um, before somebody clicks on your video. So think of it as a billboard ad for the video itself, thumbnails are extremely important because even if you do all of the ranking and keyword stuff correctly, and your SEO is like, literally perfect. If your thumbnails suck, no one's going to click on the video. So you may be getting the impressions, but your thumbnails are like second in command, equally as important, because if you have a great thumbnail, it increases your click through rate. So you want to always pay attention to your impressions, to click through rate, which is a percentage. And typically we recommend anywhere from five to 10% is on the lower side. Five is on the lower side, seven to 10%. You're doing great. Um, so if you have a seven to 10% click through rate, your thumbnails are really good.
Liz (00:39:56):
I mean, it's for how many times it's being shown seven to 10% of the people are actually clicking on it. And that's, that's a good click through rate. Um, as far as what to include in your thumbnail, I see a lot of wasted real estate all the time. Don't put your logos in there. That's not the time or the place it's wasted real estate, put your target keyword in big, bold, easy to read, contrasting letters. Um, and typically facial expressions do really well. Um, or closeups of people's face. If you don't want to have like the weird YouTube type of like facial expressions, you can also just make sure you're using a topic relevant image for your thumbnail. Not something like if you made an Apple pie video, you wouldn't want to have a picture of a blue bird in a nest. You know what I mean?
Liz (00:40:40):
Keep him Ash, remember it's a billboard ad for the video itself. And then, you know, you can use little things, like, just make sure it's easy to read. It's contrasted and you can use things like emojis or like little symbols to emphasize certain parts of it. Um, but yeah, don't use your thumbnails. Don't reuse thumbnails. I see that all the time too, or somebody just gets lazy and they just upload the same thumbnail for every single video. Don't do that. Um, you do need custom thumbnails for each individual video, especially if they're talking about different things. Um, and then beyond that, I would just say, yeah, some of those basic things, facial expressions typically cooked on more, having big, bold, easy to read words, one of which is, should be your target keyword or target keyword phrase. Um, and make sure that you try to keep it under five to seven words or less.
Speaker 3 (00:41:27):
Okay. Um, very helpful tips. Thank you. Um, if somebody is to create,
Peter (00:41:34):
Um, a lot of the content that you've been sharing right now has been very specific. If your outcome is leads and sales, if somebody is looking to just create a broader exposure, say they have a podcast and they want to grow a YouTube channel to get more exposure. What's your, how does the strategy differ for that? Yeah, so I would say,
Liz (00:41:55):
Um, in that case, consistency is going to be really important. I would still follow the, the help content strategy and really making sure your SEO and your keywords that you're targeting are relevant to the types of people that you want to attract. Um, and then beyond that, I mean, we have had some big influencers who just want to grow really big channels and just work with brand deals and sponsors, um, do things like giveaways or contests to encourage people to get over onto the YouTube channel. Um, we've also seen a lot of success using the confirmed subscription links instead of just linking straight to your YouTube channel. You would link to a, there's a secret code you can add to the end of it. Um, this is all outlined by the way, at YouTube growth hacks.com, we have a free guide that walks you through how to do that and what that code actually is.
Liz (00:42:41):
Um, so really just, but the same thing, the same elements still apply. Um, there's one more thing that I would definitely recommend for, if you have an active community on another platform and you're looking to grow, um, YouTube to bring more people into that community. Um, I think contests and giveaways are really great. Also, you can pull your audience on, on YouTube also, you know, Facebook has poll features. I would ask them, Hey, what do you want to see? Because when your audience is telling you what to go create, the likelihood that they're going to go, actually watch what they told you. They wanted you to create as much higher. Um, but yeah, beyond that, it really wouldn't change very much of the strategy cause you still need to have the SEO and the keywords. If you want to get organic traffic, you may also want to look into running a couple of basic YouTube discovery ads.
Liz (00:43:28):
Um, if you just, you know, if you have the budget anywhere from like five to 20 bucks a day, you can just run a quick ad in front of a relevant competitor channel. You can choose to run ads in front of the entire channel, like all of its videos or specific videos that are relevant to the types of people that you would want to bring in. That could be another end, depending on, obviously you don't want, just want to start dumping money into an ad pit, but if you have a way to actually turn it into revenue on the backend, um, through sponsorships or growing your channel or podcast or whatever it is, you may also want to explore doing just discovery ads to get people onto the podcast.
Peter (00:44:05):
When you say discovery ads, is that a like an industry term or is that just a term that you use for like an initial ad to start to discover what people are doing?
Liz (00:44:15):
Yeah. When it comes to ads, there's different phases of the customer journey. So when somebody is in discovery or exploration, um, they don't really know who you are yet. So you're finding you're going basically towards competitors or relevant content. That is something that, where they're already hanging out and then paying to get in front of that. Um, so when they're in that discovery or exploration phase, that would be, they don't necessarily know who you are yet. And you want to make sure that you have good content on the YouTube channel waiting for them. Remember there's like those five to 10 videos that speak directly to them, help them solve challenges or problems, or even provide entertainment for them in a specific way. That is a good strategy. Also
Peter (00:44:56):
Does the, so the discovery is from the perspective of the prospect, not the, the content creator, right. I was thinking it was in terms of like discovering what ad actually works. That would be from my perspective, the content creator.
Liz (00:45:11):
I don't mean it like that. They're like to get people to know who you are by paying to show up in front of them.
Peter (00:45:18):
What, what is your best advice on how to, from the content creator side, how to find that best relatable content, if you're just getting started, what's some tips that you can give somebody to get their channel launched
Liz (00:45:32):
From an ads perspective or from the organic side.
Peter (00:45:35):
Sorry, let's start from the organic side. And then I want to follow up with that. So
Liz (00:45:41):
Yeah, I would say, um, any of the, what are the top 10 to 20 for you ask questions that you get all the time. Um, if you are a business or you are some sort of an influencer that brings the community together on a common cause and you get the same questions over and over and over again, that is a really good place to start. Um, build out a basically like think of it as a digital library of answers, um, or entertainment, education, et cetera. So that's where I would start. I would ask the audience, you know, um, phone a friend, uh, and then from the ads perspective, um, doing competitor research to see what's working really well, finding two to three other channels in your industry that are just crushing it, um, going to their videos tab and sorting it by most popular. So you can start to identify, okay, what has really worked for them. And then from there reverse engineering, that content strategy so that you not so that you can copy them, but so that you can create similar content or create a video ad that directly speaks to somebody who would be watching that video. Does that make sense?
Peter (00:46:45):
Yes. Yep. Um, if somebody is creating, well, maybe you sort of already answered this. I'm, I'm asking this on behalf of my son actually. Cause he's he loves those, um, you know, some of those YouTube channels that just have millions and millions of minutes subscribers cause they have, uh, animation or it's just something that's gone viral with within the youth. Do you, do you have advice? Like he loves that kind of stuff and he's looking to kind of create something like that. Do you have advice on how to create, cause that's not, there's no keywords necessarily that people would be searching for that or I don't know. Maybe there are, but
Liz (00:47:20):
I just had to point out, I love that you said within the youth, that's hilarious that you haven't gone wild.
Peter (00:47:30):
I'm sitting here in my britches, just thinking about how to pull for the youth. When I said that, like when the word sometimes that happens with like the words coming out of my mouth, I'm like, what are they even talking about right now? That was one of those modes.
Liz (00:47:46):
I get what you're saying. I think it's really important, especially right now to pick top would be a better, a better route to go. People are blowing up right on tick talk. Um, that has a very young demographic. So, and also I just didn't interview in the YouTube marketing mastery Facebook group, which is a free group that we host. Um, I did an interview about a month ago with a woman who has a YouTube channel and just started her TechTalk, uh, account. And she had a couple of tick-tock videos go completely viral. And within that same week, she got 4,000 new YouTube subscribers. So even though, you know, she made the videos on Tiktaalik, it ended up benefiting her YouTube channel because people want to learn more from her. So I think being able to use cross-platform, um, omnipresence and really, you know, at least have a presence on all of them. You don't necessarily need to be active on all of them, but this is again where like, if the internet is a conversation, the data is your ears. So at least do like a testing day, pick one or two that you want to start with to master. Um, and four, if you want to reach the youth go where they're hanging out, which is currently
Peter (00:48:57):
All those youths over on talks. Diva. Do you remember, uh, did you ever see that movie? My cousin Vinny?
Liz (00:49:05):
Yeah, of course.
Peter (00:49:06):
Let me remember that one scene where he's like the Utes, the judge was like, what'd you say he's like mute. He's like, do you mean this? He's like, Oh, you have this classic. That made me think of that when he said all right. Um, uh, next question. So, um, you, on your website, you talk about like a 60 day strategy. Can you walk me through somebody who's interested in hiring you guys for your services? Like what, what would you do to help somebody get launched? What kind of resources would they need to bring to the table? Not just in terms of financially, but um, like, are they going to be creating the content? Do you help people? Do they come out to you? Do you create like, how does that, how does that work?
Liz (00:49:53):
Yeah. So overall as a company, influence helps people grow and monetize YouTube, um, with the influence Academy, which is the one you're referencing. We take people through our signature process, which is called the grow method. So it's a four-phase process where we go through laying the groundwork of your business, um, going through the reach on YouTube. So through YouTube, organic and YouTube ads set, making sure you're actually able to reach people. Once you have that groundwork laid to turn the viewers into buyers, then we teach you the optimization strategies. Like what data should you be looking at? When do you know when to pull back? And when do you know when to ramp up? Um, and then the last phase is the workflow automation. So ma obviously YouTube takes time. So we have a system of SLPs and templates and all these types of things.
Liz (00:50:39):
Whether you have a team helping you, or you're doing it as a solopreneur, uh, we have all the proven SOP where you basically it's just plug and play. It's like, okay, when it comes to uploading, what do I do? How do I title the videos? Am I doing this right? It's all documented for you. Um, so you never miss one step. So that's the four step process that we take people through. The Academy is specifically for people who maybe for example, maybe they are, you know, selling a $97 product. And they're only ever making, you know, a couple hundred bucks here and there a couple thousand dollars a month even, but they have goals of hitting that 10 K Mark. Um, they have goals of having a six figure business. The Academy is designed for people who want to grow their YouTube channel, and they also want to turn those viewers into buyers on the backend, as they scale their business to six figures and beyond.
Liz (00:51:27):
Um, if you are not necessarily there yet, let's say you just want to grow you to, we also have the YouTube growth course, which you can find, I get help with youtube.com. That is a self study course that just teaches you the keyword research. So it doesn't really go into the business strategy and stuff like that. Um, and then beyond that for businesses that are already over six figures and who have, you know, at least a thousand subscribers, we offer a YouTube channel audit service where we, if your channel has stagnated and growth, you're not really sure why you're not getting leads and sales from it. You're not sure why it's not growing faster. Um, the YouTube channel audit will help. We basically do the keyword research for you and then tell you everything that you need to go clean up and you get access to our signature team trainings as well with all of the workflow automations for your, for your business team. So three options,
Peter (00:52:16):
The, uh, so the content creation is really going to be, be done on the client side. Um, so they need to have the right equipment and things like that. And I'm assuming you walk through, you know, what you recommend, um, for lighting and, and actually creating a con to itself.
Liz (00:52:33):
Yeah. So we teach them what to say in the videos. Um, we do the keyword research with the, well, depending on which program you're in, um, we have to teach you to do it yourself. We teach you to do it and we help support you with it, or we just straight up do it for you. Um, and then from there typically, I mean, honestly, you know, to be quite Frank, we're telling all of our clients, don't spend money on production crews for YouTube, cause people don't really even need it anymore. Just use your phone, make it as simple as possible so we can have a fast turnaround. Um, but if somebody does want to do more of like a hero piece, we can help them with the storyboarding of that, make sure it's, you know, to, or some sort of a video ad, but even video ads, the phone, the phone video, as the stats over seeing they perform 10 times better than a produced video. Um, so, you know,
Peter (00:53:17):
That's so hard for the, for the dinosaurs out there, like the older generation, the non dudes out there for whatever reason that they're just stuck in that mindset where they have to be super professional and they can't just push record and playing go. Um, do you work with, with, do you run into that as well? Or is your clientele,
Liz (00:53:37):
I mean, we have, we have clients from all over the place. Um, we have clients that are just starting out online. You have clients that have, have just started their YouTube channel all the way up to 950,000 subscribers has been doing video for like three years has full production crews, et cetera. Um, so you know, it really depends. And also the data doesn't lie at the end of the day, the market shifted. Everybody has a phone. Now everybody's used to that quick, easy non produced, like spammy looking content now where it's a more social marketplace these days. So, you know, again, each individual channel each individual person, we can't just make a blanket statement, but in general, the industry is going more towards less production. I'm still making sure it's entertaining. You're still using pattern interrupts, you're pacing, your videos appropriately. Like you might notice that I speak very quickly and it's very like high energy.
Liz (00:54:32):
Some people are like, why are you talking so fast? I'm like, because I'm so used to it with video, you know, um, there's a certain atmosphere and conversation already happening on YouTube where people are already conditioned to expect that. So as long as you're, you know, meeting, meeting your customer's needs, providing value for them providing great content, helping them, uh, while also not being like, you wouldn't want to come into a business meeting and start singing opera, you know, it's just not the right tone or voice. It's not what people are used to, you might might be like, wow, what's that girl's problem match the marketplace that you're speaking to. And those are kind of just some general trends that we're seeing across the board with YouTube.
Peter (00:55:15):
Gotcha. Gotcha. Um, given the current climate that we're in right now, just in the world with this whole, um, coronavirus pandemic, do you have advice like, has anything shifted for you? Do you have any recommendations on how somebody this would be in my mind, this would be a great time for businesses who have not really gotten into YouTube marketing to, to really get into this. Cause obviously you can do it, you know, from, from anywhere. And, um, there could be some huge opportunities for companies to actually get real growth here. Do you have any advice or recommendations given the current climate?
Liz (00:55:50):
Yeah. Well, I'll give you some, some cold, hard stats, cause that's my jam. Um, during the COVID-19 pandemic in the first week of the outbreak in the U S are, this has been happening across the board, but I'll speak for my channel first cause I have those memorized. Um, the, the views on our channel went up 45% in the second week. They were up 3%. And then this just a couple of days ago, I checked it again. It's up 288% in viewership saying
Peter (00:56:19):
W overall,
Liz (00:56:22):
Uh, for the week by week. Yes.
Speaker 3 (00:56:26):
That those are huge. Like that's a massive,
Liz (00:56:29):
And it keeps going up and up and up. And that's not just for my channel that's for across the board. I would say nine out of 10 channels that we help manage. We help manage over a couple dozen and nine out of 10 of them are also seeing spikes and views increase in, watch time, increase in subscribers, um, some around 2000 more than usual, some all the way up to 20,000, more than usual. So the percentages of the data doesn't lie. And yeah, if anybody out there has been putting YouTube on the back burner now is the time because everybody's second home, they need content, especially as business owners, we are we're problem solvers. So if you can communicate that in video and get it in front of people while they're actually, there's a massive influx that eyeballs on YouTube specifically right now, it would be one of the best things you can do. Cause also YouTube isn't going anywhere. It's owned by Google and Google is like a behemoth. So it's a safe bet and your marketing plan. And the sooner you start, the better from where,
Speaker 3 (00:57:24):
Oh my gosh. Talk about a call to action. Let's go, geez. Those are those numbers. That's surprising to me. Um, what is, uh, I know we're getting a little bit short on time, but I wanted to ask you what is a question that people should be asking that they don't, uh, yeah.
Liz (00:57:46):
What's your why for sure. What's your why? Because people think, Oh, I just want a bunch of viewers and subscribers, but there's a deeper layer to that. Why do you want that? Is it, is it a personal ego conversation? You just want to be like, you know, riding high and your chariot, or is there a deeper service mission underneath it? You know, and getting really clear on that distinction. Like why do you want viewers and subscribers? Is it so that you can bring more and serve the marketplace? Because I can speak from experience. The people that I saw that were in it, for me, me, me, they struggled versus cause people can feel that I can feel that energy, especially in video versus somebody who shows up and is like, you know what? Even if I just get one person that this helps, that's what we always came from that background with our fitness channel. And even though fitness is one of those competitive marketplaces, we always just said, if this helps just one other person out there, then it will have been worth it. And it ended up over a hundred thousand women in 32 different countries around the world because of that intention. So what is your, why what's your come from? What is your intention with doing it? It's not just cause you want vanity metrics. That's like the cherry on top.
Speaker 3 (00:58:56):
That's what I'm saying. What is, since you brought it up, what is your, why? How would, how would you answer that?
Liz (00:59:03):
One of my biggest values is freedom. Um, and to be able to teach people how they can start to create additional revenue streams, create time, freedom, location, freedom, be able to start serving people online, especially with the platform of video that YouTube provides. Honestly, it has my life and I'm forever blessed. And I want to pay that forward to as many people as I can. Who also want that freedom. Um, so, you know, even freedom and education man, or freedom to work out in your living room, like all those things are so cool. We're living in such a cool digital age. And so my why is to help free more people, whatever that looks like to them.
Peter (00:59:42):
I love that. I love that Liz, you are a badass. Thank you for sharing, uh, all the content that you shared, um, for those that are interested in getting in contact with you, you've mentioned a number of resources. What's the best one that they can go to, to just get started or to connect with you?
Liz (00:59:59):
I would say go to YouTube growth, hacks.com to get that five step set up guide, to make sure that your channel is set up, that will add you to the vigilance list. And inside of that, you'll also get a link to the YouTube marketing mastery Facebook group, where you can interact with me directly. It's a free group. It's a free service that we provide every single Monday as of the date of the recording. That's every single Monday at 5:00 PM. PST, I go in there and do free YouTube channel reviews. So if you want me to take a look and see what's going on, where your growth opportunities are, where your biggest gaps are.
Peter (01:00:31):
Wow. Oh, that's fantastic. Um, very, very cool. Um, I think that's all I got. Is there anything else that you want to share or we, we buttoned it up there.
Liz (01:00:46):
Let's button it up. Thank you so much for having me and uh, you know, stay safe out there with all the youths running around
Peter (01:00:52):
All those years. Those crazy givens.
Liz (01:00:56):
Yeah, I think so.
Peter (01:00:59):
You're awesome. Thank you, Liz. Appreciate it. Alright, bye.
Liz (01:01:03):
Yeah.