The Power of Referrals and Relationship Marketing with Pete Dabbelt

I'm Todd Miller of Isaiah Industries, manufacturer of Specialty Metal Roofing.

Welcome to Construction Disruption, the show where incredible stories

about construction and remodeling are brought to the forefront.

Today I'm joined by my co-host Ryan Bell.

How you doing today, Ryan?

Hey Todd, I am, you know, it's that time of year where the soybeans start

coming out and it's my favorite time of year, so I am, I'm doing great.

How are you?

I'm doing well too.

And of course we got a football game coming up this Saturday, so go Buckeye.

I'll say that right here at the start, but, uh, no.

That's awesome.

Well, are you good to get rolling with this?

I'm ready.

Looking forward to this episode.

I am too.

So today, uh, here on Construction Disruption, we are joined by Pete

Dabbelt, vice President of Sales and Marketing 4G four Marketing Group.

This is a, some folks we've known for quite a number of

years, uh, Pete, however, with.

Broad experience in home improvement and home services, as well as like Ryan and I

originally hailing from the Buckeye State.

Uh, Pete is here to tell us all about the ways in which G four helps home

improvement companies with marketing strategies that end up helping those

companies get more customers and do it at the lowest possible marketing cost.

That all sounds awesome to everybody out there.

So Pete, welcome to Construction Disruption.

We're anxious to learn from you today.

Hey guys.

Thanks for having me.

I'm very, um, excited and proud to be a part of this podcast.

Been listening to you guys for quite some time now, so, um,

really looking forward to it.

Yeah, I hail from the, uh, state of Ohio.

I've moved down to Charleston and now I've resorted to making cheese

quesadillas in the morning for my, my children before they go to school for

school projects and all that fun stuff.

And now, uh, it looks like we have potential tropical storm on the way,

which is something we're not too, uh, familiar with up in the Midwest.

So.

Here, but, uh, happy to on the podcast.

Well, thank you for joining us.

You guys will be in our prayers.

Hopefully, uh, this one doesn't end up being something too.

Uh.

But, uh, anyway, so one of our last episodes, couple episodes ago

featured Rob Haddock of S five.

Uh, they're the guys that make the clamps to clamp solar and

everything on the metal roofs.

But anyway, he told us in the show I was a little shocked by this,

that he'd have to kill us if he told us what S five stood for.

Um, so without any possible threat of our demise, I hope, can you

tell us what G four stands for?

And I know you spell it with little G and then.

Four, but tell us what G four stands for.

Uh, you know, I had known G four for years before I had joined, uh, the team.

And during my kind of, um, onboarding, I asked our, our co-founder Brian

Cassian, the same question, and he kind of looked at me and smiled and.

To the left, his office was this model G four airplane or private jet.

And I guess, you know, at some point in his early entrepreneurial career, he had

set out, you know, kind of on his vision board that he wanted to have G four jet.

Um, so I would say that's where it all started.

But then, you know, we've kind of.

Develop it into what we refer to as the four pillars of relationship marketing.

So the G four pillars are showing up to consistently, you know, say thank

you to every customer you do work for.

Putting those customers into a long-term referral program, staying top of mind with

them, uh, you know, throughout, um, the.

Experience, you know, during and, and after the, the install and, you know,

quite frankly, forever, so that they always know how to get ahold of you and

are reminded of all the great things that, you know, we're doing out there.

And then last but not least, our fourth and final pillar

is, um, five star reviews.

Making sure that we're capturing as many of those opportunities as possible in

delivering that great customer experience with every homeowner we, we touch.

That's awesome.

And that's all stuff that I think is a challenge for every

contractor out there today.

And, well, I wanna dig into that a little bit.

I know that G four, um, started in.

2009, I believe.

And you guys have some pretty tasty roots to your business, um, but you've added a

lot of additional services over the years.

So, um, give us a quick overview if you would please, um, about how G four

started and where you are today in terms of the work that you do for your clients.

So we started again.

The co-founders, Brian and Addie, um, you know, kind of came from the industry.

They had built this franchise called the Handyman Network to

about 20 locations nationally.

You know, they, they experienced some challenges as business owners and also,

um, experienced some, some rewards and, and found some, you know, specific areas

that they really, um, were proud of the results and then also very passionate

about, and that's relationship marketing.

So they took some of the relationship marketing components out of, you know,

what they were doing there with the handyman network, and they brought it

to market here with G four in 2009.

So.

What we do is, is a lot of kind of what those four pillars stand for.

It's um, you know, your backend partner.

We're kind of behind the scenes doing all of these, you know, we field our best

practices so that you or the contractor can continue to focus on what they do

best and count on us, you know, to deliver a consistent experience post install.

So we, we, we integrate with CRM, so a lot of the industry.

We're with out there.

We, We, look for the previous jobs completed and paid in full, that customer

contact information into our program.

And then within seven days we have a box like this that shows up on the

front steps of the, of the customer inside the box, a thank you card.

You know, all of this is branded with the, with the contractor's logo.

It's got their.

You know, headshot, photo.

We've got friends and family gift cards that we leverage for

repeat business and referrals.

And then we also have a big jar of cookies that we put in here.

Fortunately, I don't have one of those.

I'm pretty sure one of my kids ran off with that.

But, um, and so we, we help the contractor show up to say thank

you, you, know, after every job.

And again, we talk a lot about the law of reciprocity and, you know, you

do something nice for someone like.

Show up on time, deliver on all the promises that you made, and then, you

know, they've got this great experience.

In addition to that, let's say thank you, it's a lost art.

Unfortunately, not a lot of us are very good at that today.

I think we all have the right intentions and just life happens.

And unfortunately some of this stuff gets pushed aside.

So, um, we help the contractor say thank you, and then again.

Take that customer and put them through this long term referral

program where we stay top of mind.

We've learned from through, I guess it's been 16 years now of data that

58% of referrals come in after the one year mark of the job being completed.

So if you think about that for a minute, that's a lot of referral

opportunity that could be left on the table if you're not staying in

touch and reminding your customers how much you appreciate for referrals.

How important referrals are to the business that you reward for the referral.

So we, we put this referral program front and center, and we continue to bring it

top of mind, you know, through all the long-term marketing that we help with.

And then, um, it's all, again, executed on behalf of the contractor

so that they can continue to focus on all these other top priorities.

It's, uh, it's integrated, uh, throughout forever.

And, um, so we, we hear often that contractors will ask for referrals at

the end of the job, but then, um, they usually kind of let it slip after that.

You know, they're not always that great at keeping those

referral programs top of mind.

So our mission is to do that and then again, refer reviews.

I can go into some of that later.

But essentially we've got a great platform where we help capture the

review in person or we can automate the request and get those reviews

streamed to the contractor's website.

And then last but not least, we, we help with long-term marketing,

which is, you know, kind of a multi-channel approach through email,

print, newsletter, and texting.

I think it's interesting that you folks make a big point of

the fact that you are not just.

To marketing company that happened to find, hey, we've got a little

niche with home improvement.

Really.

You are folks, you know, kind of born out of the home improvement industry,

and you have strategies just as you described specifically for our industry.

Um, I'm kind of curious, why do you think that's important to your

customers versus just going to the marketing firm down the road and trying

to work out some of these things?

Content and kind of direct programming strategies are built on

that engagement with the homeowner and that in-home sales experience.

Um, so that's one.

And then secondly, you know, in our industry, unfortunately, when

we talk to a lot of, you know, remodelers contractors across the

country, they don't always have great experiences with the marketing space.

Um.

There are maybe overpromised and underdelivered on a lot of, you

know, kind of lead guarantees and conversion numbers and, you know,

cost of marketing percentages that may not always come to fruition.

And, you know, just given that we do come from the industry and we actually, um,

understand that this industry is very.

In that, you know, once you create a relationship and you do something

right by somebody that resonates across and just on the inverse, if you don't

do so well and maybe, you know, go down the wrong path, it also starts

to probably, um, resonate seven times faster because, you know, people like

to share all their experiences, whether good or bad, and that means a lot to us.

We want to.

We want people to trust us and we want people to, you know, have confidence

in our ability to, um, deliver.

And you know, when you couple that with the, the content creation and just the

overall understanding of offers and, um, you know, what homeowners look

forward to receiving, I feel like, um, it's a very good formula for success.

Oftentimes when you're talking to some of these other firms that may not just

specialize in home improvement, that they, you know, work across many verticals,

you have to kind of explain yourself over and over on what you're trying to

accomplish and, um, the reasons why.

And, you know, the, the budgets and all of that.

And, and so yes, there are is still a little bit of that.

We understand, and we can also then make strong suggestions based off of results

we've seen from their peers that we know work well because we've got data

and you know, these, um, you know, home improvement companies, you know, you know,

firing in all centers, you know, daily.

So we, we can share data and we can share, you know, ideas that

I think would be beneficial for.

Sure.

Now, I assume that once a customer of a contractor starts to receive,

uh, things from you folks, it's all branded for that contractor.

Correct.

They're not getting things from G four Marketing and trying to

figure out who these people are.

Right?

Yeah.

Right.

From Todd or Ryan, uh, you know, it's gonna have their logo, their

branding, and then we usually put a spokesperson, you know, in this campaign.

So there's a face that, you know, the homeowner can relate to.

So it's gonna be the business owner or somebody on the relay, um, leadership

team generally, that we will, we will kind of attach along to these campaigns.

We do have some clients that wanna highlight their reps, you

know, because they've had that experience with the salesperson.

So we will, you know, have custom.

Letters that come from each rep in that organization.

So a lot of that is really determined by the data we pull out of the CRM.

So as long as we're capturing that information on the front end, we can

basically look and feel, you know, however, this, you know, uh, business

wants to, you know, present themselves after the, the jobs installed.

But yes, that's a very good question.

It's not gonna highlight G four at all.

It's all about the contractor.

I can certainly see how what you're doing is gonna help with, you know, what I've

always called referral maximization and generating leads, uh, referral leads.

Um, you guys also make the point that you feel that this sort of

program also helps your contractors increase their close ratios.

Um, I assume on those leads, can you flesh that out a little

bit, how you think that works?

Yeah, well, so we, we do probably close to 50 conferences, expos a year.

And I would say of those 15, you know, maybe 30 to 40% of those we're up

on stage presenting, and oftentimes we'll ask the room if we were to

issue a lead, which one of these five leads would your reps want first?

Would they.

A website lead, a canvassing lead, a home show event, a

referral or a repeat customer, you know, a previous customer lead.

And usually you hear everybody yelling out referrals or previous customers.

And so then we turn around and ask, okay, well what can we be

doing more of to drive those leads?

And then B, why do you say those lead sources, you know, so confidently?

And it's because.

The trust factor is built in, there's a very high close rate

associated with referrals.

On average, we, we see 50% close rates on referrals.

Once those leads are, those leads are issued and, and ran.

So, um, it's a very profitable lead source as well, because again, there's.

You know the word of mouth factor, it's coming from a relationship that

you've already established right now.

You know, we all understand that the cost of leads seem to

continue to go up and up and up.

So when you can, you know, come in at a very low cost, you know, that also

impacts that profit margin, obviously.

So one of the things that we stand by is, you know, in our

referral program, we really try to.

Suggest that our clients focus on rewarding the behavior that makes

them more money and that behavior is having their customers send referrals

that result into issued appointments.

Most often when we meet with contractors, they will only pay out a referral if

the person who's being referred buys, you know, so like Todd refers Ryan.

Ryan moves forward with a new metal roof and um, great.

Now I'm gonna pay Ryan a couple hundred bucks because he

bought, but Ryan doesn't buy.

Todd still went out of his way to make the introduction and to put his trust

that you're gonna treat Ryan well, you go out there and you meet with him and

you present price, but for whatever reason, he doesn't move forward.

We still wanna say thank you for that referral opportunity.

Reward that behavior reward.

So we suggest sending Todd something like, you know, a a, uh,

a check or maybe it's a gift card.

Something now we're seeing is people want that instant gratification.

So if they, the homeowner has options to go in and say, Hey, you just earned $50

for that, you know, referral opportunity.

Go get yourself an Amazon gift card or whatever it is that you like.

They, they love that.

But then when you do that, we see six times more referrals come in

from these sources now versus only when we pay out on those that sell.

So, you know, kind of a big differentiator there in some of the success of these

programs is trying to focus on that behavior versus the outcome, which

quite frankly, Todd, you can't.

Whether or not Ryan's gonna buy,

Exactly.

it's, it's, it's great that you got him in front of us, but you know,

it's our job to sell the deal.

So, um, those are ways that we, we really try to, you know, focus on,

like you said, those high close rates, those high profit margins.

And then just overall it's a great opportunity to continue

to fill in those slots for appointments when, you know, we see.

Leads dry up from other sources, you know, depending on what's happening in

areas we can't control, you know, like the economy or elections or what have you.

So, um, you can't control your database and the engagement that they experience

with you and that we think it's a tremendous, you know, gold mine that, you

know, unfortunately a lot of us ignore.

So, you know, when you stay consistently in front of that database and do all

the right things and build value.

Communications that your customers look forward to receive.

Now, when your call center reaches out, it's a more friendly conversation.

Now, when you need to rely on referrals, it's easier to get those referrals than

when you just pick up the phone and start calling because, oh, shoot, we're

behind this month, or what have you.

So, kind of a long-winded answer, but yeah, that's, that's kind of the whole

overarching picture of relationship marketing, why it's so impactful

from a close rate and profit margin.

Makes every bit of sense.

I love it.

Um, so curious, what does your typical client kind of look like when they come?

You what, what are their struggles?

What are their dreams?

I mean, what, what are you trying to, uh, be the Advil to alleviate their pain for?

I think you know what's great is most people have this understanding that

it's important to do all of this.

Like they know that they should not forget about their customers once they.

Do the work, especially for those, you know, businesses that

offer multiple product lines.

Like if you do Windows baths and, and doors or what have you, like there's a

great chance to get back in the home.

Even if you're just doing repairs and, and you want to do like a

full replacement, there's a great opportunity to convert that repair

into a replacement down the road.

So I think there's a good understanding of the importance.

The reality then hits that.

Many people just don't have the resources internally to do it.

Um, sometimes they'll kind of get off to a start in some of these areas.

And then, um, just the consistency of it, you know, because it's not just a

one time email or a phone call or you know, a gesture that you say thank you.

It's something that you wanna continue to build on.

So the challenges of just prioritization and resources.

Becomes, I think, very real.

And that really can be across all sizes of businesses from, you know,

a million to a hundred million.

Everybody's being pulled in all these directions and, and oftentimes some

of this stuff gets forgotten about.

And then, you know, like when it comes to email marketing and print marketing,

it's like the content creation.

What do we say?

How do we say it?

Um, what offers work?

And again, I think, you know, yes, you can rely on your peer group.

It just takes time and effort.

And then actually going in and building the content, designing it, licking

the stamps, stuffing the envelopes, I mean, that's all, takes a lot of time.

So, you know, to sum it up, I think a lot of it's just the intentions are very good.

When they come to us, they know that, hey, we need to be getting more referrals.

We're just not very good at asking for it.

Our sales team.

It's just moving on to the next lead, you know?

And, and we wanna try to find a, a way to, to build a referral culture here.

So can you help us with that?

And then we've tried this stuff.

We, we, we sent cookies or we sent, you know, Yeti coolers or whatever.

But when push comes to shove and we start getting pulled in directions, that stuff

gets kind of pushed to the side of our office and we have to go put out fires.

It's all about new, new, new.

And um, and, and so again, I think those are some of the main reasons

we, we hear even, and again, I, I'll say this, you know, because I think

it's just in full transparency, we do have customers that will say, Hey.

We think we're at a place now we can handle this.

And we're like, Hey, you know what?

It was great working with you and we appreciate it all the time together.

You know, here's all of your assets from our campaign.

And then I, and I don't have a certain percentage, but just this

week we've had four previous customers come back and say, enough's enough.

You know, we need your help.

Um, we thought we could do this.

But, you know, uh, I mean, because really it's, when you think about these.

Practices are simple in theory.

It's just not that easy to just do though, like it's, it's easy to say.

We're gonna say thank you.

It's easy to say, we're gonna ask for reviews, we're gonna get more referrals.

But then when push comes to shove, it's not that easy.

Having the discipline to do it day in, day out with consistency.

I agree.

So can you share with us maybe a success story of a client that you

picked up who, um, you know, just, just really, you know, changed their

business, uh, to start working with you?

Yeah, I mean it's interesting.

We use this tool called Slack internally.

Uh, it's a great way to communicate.

Nowadays, most of us are remote, and so one of our Slack channels is client wins.

I mean, this thing's going off, you know, daily, and a lot of the client wins.

Again, we, we mostly just are in the home services, home improvement space.

But, you know, we're seeing stuff where within the first three months,

uh, they've seen a 6% increase already in, uh, referral revenues.

Um, just three months.

Yesterday we had a customer that had a, a previous customer come

back, uh, and bought $22,000 worth of, you know, services.

Um.

I mean, we have all kinds of case studies.

One of the ones I think we're really proud of is, you know, one of our first

ever clients is still a client today.

And when they started with us, uh, they're called Ari's Roofing

Outta Tarpon Springs down in Tampa.

Great company, good friends of ours.

Very good people.

Um, and they strongly believe in relationship marketing.

And, and, and quite frankly, they, they went from 7% to now.

Of their revenue coming from referral and repeat business.

Uh, so pretty significant when you look at the volume they're doing.

I think, you know, last time I heard they were around that 40 million

mark or maybe even north of that.

So you know, you're talking 28, 30 million coming from referrals and repeat business.

That's just a testament to the service that they're providing, the experience

that they're providing and that they have.

People in their markets waiting for them versus going to their competitors

because they know that they're gonna get treated the right way and they're

gonna have a great experience.

And you know, that's like the ultimate goal right there.

They're doing it also with a very low cost per lead.

Um, yeah.

So they, their rock stars.

We wouldn't wanna set that expectation out of the gates because

they have been with us now for, I think 12 years or thir, I dunno.

Somewhere in that north of 10 years for sure.

Um, um, you know, on average our clients will see a 30% increase

within the first 12 months.

So a lot of it too is just automating it and consistently executing for them.

Those.

Those are amazing results you're having.

That's fantastic.

Well, tell us a little bit, what's it look like for someone

to get started with you folks?

What's that process?

How could someone get engaged with you?

I mean, we wanna be as easy as possible to work with, so you

know, we've got a great team.

That, you know, would walk you through the program, kind of share some visuals,

we'll get some samples in your hands so you can experience firsthand, you know,

what your customers would be experiencing.

Taste the cookies, you know, get the, the box in, in the house and, and

share it around with all of your, your people to get them excited.

But essentially it's as simple as, you know, jumping on a 45 minute call or less.

We have some questions to ask.

The fall signs look good.

We, we would move forward with an onboarding call,

which takes about 30 minutes.

We just need two things from the contractor.

We would need a digital logo and a headshot photo of that spokesperson.

And that's pretty much it.

We go to work, we do all the design.

Once the designs are approved, we share it with the customer for them to

approve, you know, or once the designs are completed, they get the opportunity

to review 'em, to approve them.

Once they approve them, we put 'em into production, takes about 30 days.

And then depending on their CRM and if they're interested, we also offer a

database reactivation program right out of the gates to kind of go back into

those previous customers and unsold leads, reenergize them with a, uh, a good offer.

So we've got a lot of experience with this.

We see a tremendous, um, shot in the arm right out of the gates with.

Names from the database that get reengaged and come back into the funnel

and either refer and or buy again.

So, um, those are kind of some, some simple steps, but uh, I can give you my

contact information before we jump off the call so you'll know who to contact.

You can also go to g4 marketing.com and request some information there as well.

Fantastic.

We'll definitely get that from you here in a moment and we'll

put it in the show notes as well.

Um, so, and I want to give a shout out to the ELs or whoever making the

cookies 'cause I know that they're.

Us in their tails doing that.

So good job on that.

But anyway, um, the cool thing is I always used to think of you guys as

the cookie folks, and you have gone so far beyond that, um, in terms of the

services and the way you really help companies, um, build into, you know,

again, what I call referral maximization.

How do you do that as a business?

Um, well, Pete, it's been great having you here on the show today.

Is there anything we haven't talked about yet that you wanted to be

sure to share with our audience?

I think we've, we've nailed it.

Um.

I really appreciate you two, you know, helping us to get the message

out there, you know, about how important referrals are to all of us.

And the only thing I would say is, you know, I would love to, you know,

figure out ways we can work more together with, with your customers.

And if there's anything you guys ever need from G four, you know,

certainly, you know, let us know.

This kind of, I mean, I appreciate all the questions for, for us here.

If there's anything that you can think of that would, you know, be

helpful for, for us to talk together about, you know, you know, what you

guys are doing there, um, I'd be more than happy to help, you know, make a

few comments or suggestions as well.

Well, thank you, I appreciate that.

And looking forward to, uh, continuing and growing our relationship.

Uh, that's for sure.

Um, so Pete, it's been great having you here.

Before we close out, I have to ask you if you're willing to participate in a

little something we call rapid fire.

Um, so these are five questions that may vary.

Some are silly, some are more serious.

All you have to do is give a top of your head response.

Pete, are you up to the challenge?

Ryan, you wanna ask the first one?

I'll give you that pleasure.

I would love to.

Question number one, what's a product or service you've acquired recently that's

kind of been a real game changer for you?

Uh, we use, uh, a program called Sybil, which is kind of like an ai, um, note

taker that helps us find opportunities from within our client calls and in our,

you know, customer kind of prospect calls.

Just get better.

So it's, it's, uh, it's, it, some does a great job summarizing all of our calls

and understanding what's most important to our prospects and clients, and then

leverage that information for, you know, better experiences down the road.

You said that's called Sybil?

I think.

Yeah, S-Y-B-I-L-L

Wasn't that the character in some horror flick back in the seventies or something?

could.

Exorcist or something?

I'm sure it was.

Anyway, um, one of those movies my parents wouldn't let me watch.

So question number two.

What is your favorite flavor of cookie?

Can't go wrong with that.

Classic chocolate chip

Chocolate chip.

There you go.

Question number three.

What is a car or other vehicle that you once own that you wish you still had?

station wagon.

Uh, well, my parents had the good old Buick station wagon.

The light blue with the wood panel.

Oh, Woody.

You know, a lot of great memories in that, you know, riding backwards or

having the back laid out and driving down to Florida from Ohio, which

you guys know, that's a long trip.

Yep.

Um, sitting on the hump in the front there between mom and dad.

Sure.

Stuff allowed anymore love station wagon again.

That'd be great.

That's a, that's a good one.

You know, we had, we were a station wagon family, so I grew up riding

backwards in the backseat, and

I actually know a guy that.

Collects old cars, kind of.

He only buys cars that are mint, though that have not

been refurbished or anything.

And his last purchase was one of those old station wagons, and it was

really cool to sit in the backseat and see it again and experience that.

Honestly, I nothing we're talking about, I can't remember the last time

I've really seen one out in the road.

don't see 'em very often.

see him often.

Question number four.

Do you have any talents that most people would not know about?

I can double numbers pretty ly fast, so I mean, I can, I like to grow

like to the digits, but you can throw out some numbers and I, I can, I'll

double it right now on the spot.

Let's play

Let's do it ride.

Give 'em a number.

1,237.

Uh, 24 74, 49,

48, 98 6 1.

Get outta here.

Get outta here.

Yeah, it's weird.

Um, I, how it started, I think trouble college.

I think I would just drink.

No, I don't know.

Just, just kidding.

I, I went to a dry campus anyway.

Okay, last question.

All right.

Last question here, uh, a little more serious.

What do you want to be remembered for at the end of your days?

Uh, just a, you know, a great family man.

I think, um, you know, it's important for me to, uh, leave behind, well,

gosh, I don't wanna say like that.

I don't know, just I want my family, my wife and my kids to just have great

memories of their father who, you know, did everything and everything for them.

Um, from, you know, being a great support, uh, system, a great friend,

a great, um, believer in all things and cheerleader for them, you know,

I want them to be able to, you know, take some of that and hopefully put it.

Use for their, you know, future families down the road.

I dunno if that's the greatest answer, but that's, you know, I've got three kids.

They're all, I've got two in high school, one that's in seventh grade,

so it's, I'm kind of getting to the point my, I have a senior who's going

to college and so I'm starting to experience some of these feelings about,

you know, her not being here next year and, you know, moving on and hopefully.

Her ready to go out into the real world, because isn't that kind

of what we're here for, is to get them ready to live without us and

be successful.

So yeah, I'd say that's what I wanna be most remembered for.

That's a great answer.

Beautiful.

Well, Pete, thank you again for joining us.

Um, for someone who may want to contact you or again who may want to get in

contact with G four Marketing, uh, what are the best ways for them to do that?

So my direct phone number is 614-558-2350 and then my email is pete@g4mg.com

Very good, thank you.

And you gave, uh, G Four's website earlier, which is.

That's G-F-O-U-R marketing.com.

Well, thank you.

Um, I forgot to tell our audience that we were doing challenge words this episode,

but uh, they're probably used to that.

Um, used to me forgetting it.

Uh, we all did work in our challenge words.

Uh, Ryan, you had the word.

Soybeans and I'll, I will add, I think we set a record for how quickly

we all said them, so.

I was.

Yeah, it was like, I, I didn't really have to tell people 'cause we had 'em all out

within the first two minutes of the show.

Um, Pete, your word was, or phrase was

It.

good job at it, very timely for you.

Mine was Go Buckeyes.

Thinking about who is it, we're playing Illinois this weekend, if I think so.

Yep.

Um, we should, uh, hopefully be celebrating a win on Sunday or Monday.

Better be.

I mean it be tough.

Illinois not bad.

It's a game, you know?

Looking forward to the game though.

Cool.

Well, thank you again, Pete.

We appreciate a great deal.

And thank you to our audience for tuning into this episode of

Construction Disruption with Pete Dabbelt of G four Marketing Group.

Uh, check 'em out.

They're doing tremendous things, uh, to change, uh, the trajectory

of home improvement companies.

And please watch for future episodes of our show.

We always have great guests.

Um, always keep on disrupting, keep on challenging those around you

to better ways of doing things.

And most of all, don't forget to have a positive impact on them.

Uh, make them smile and encourage them.

Um, so God bless and take care.

This is Isaiah Industry signing off until the next episode

of Construction Disruption.