In this episode, Jim and Tyson interview a listener of the show! William Eadie, an attorney who recently started his own firm and is actually doing great. They will go through Will’s process highlighting the strategies and decisions that helped him and his partner build a successful business.
Will is a trial lawyer who runs his own law firm and helps families hurt by caregiver carelessness–such as nursing homes and hospitals–and hold the wrongdoers accountable. Check his website out: https://www.eadiehill.com/
Hacking’s hack: Mitch Jackson, who is coming on the show next week runs a great mastermind group, with lots of ideas and social media tips. http://legalminds.lawyer/
Will’s tip: Cy Wakeman. Ditch the drama, restore sanity to the workplace, and turn excuses into results! Leadership expert Cy Wakeman and the Reality-Based Team will show you how. http://www.realitybasedleadership.com/
A way to boost your feelings about everything and help you run your business.
Tyson’s tip: Identify where all your clients are coming from, and if you identify a trend where you are getting bad clients, just eliminate THAT marketing client.
Do you want to get on the show? Shoot us an email or message us!
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Transcripts: William Eadie: Start Your Own Firm. The Right Way
William Eadie
Everything we’ve done mitching Down has gotten us more cases than anything else. We’ve gotten calls from lawyers we’ve known for years and never gotten a case from before. And as near as we can figure, it’s because they RPI lawyer. And they looked at what we used to do and said, these are my competitors. And now they look at us and say, These guys only do nursing home cases they’re really good at it is they’ll make more money for me if I refer them the case, co counsel a case with them than I would on my own.
Unknown Speaker
Run your law firm. The right away. This is the maximum liar podcast, podcast, your hosts, Jim hacking, and Tyson Meatrix. Let’s partner up and maximize your firm.
Jim Hacking
Welcome to the show. Welcome back to the maximum lawyer Podcast. I’m Jim hacking,
Tyson Mutrux
non facing music. Hey, Jimmy, what’s going on?
Jim Hacking
Oh, Tyson, I know you’re deep in the heart of trial. And I know you got a lot going on. So I’m really excited that we get to record while you’re halfway through a three or four week trial.
Tyson Mutrux
Yeah, it’s long, it’s tiring, we’re in the second week, it’s going really well. So I’m excited about getting it done. That’ll be my favorite part of the entire trial is actually the day we end. So for those of you that have never been in a trial that long, it is just exhausting. As you can imagine, take whatever trial that you’ve ever done, you know, a lot of times they’re 234 days, multiply that times four or five, and that’s get so that’s exhausting. But you know, we also a year Detroit, so you’re also really busy. But we have a really awesome guest. He’s a listener of the show, but I’ve actually been wanting to get him on for quite a while. You want to tell who it is.
Jim Hacking
Yeah, so we have listeners in Luxembourg, we have listeners in Namibia. But we also have this little group of a lot of listeners in Ohio. And I think a lot of that is in large part because of our next guest will ed will welcome to the show. Great to be here, guys. Thanks
William Eadie
for having me.
Tyson Mutrux
Alright, so will tell us a little bit about just why you started a firm. Well, I
William Eadie
was at one of the bigger more established plaintiff’s injury firms in town, I did everything from dog bites, to med mal to stewed one of the biggest manufacturers, global manufacturers in North Carolina. And it was exciting, a lot of good lawyers there. But I really wanted to focus in and I wanted to implement a lot of ideas I had about marketing and development, and just found that, you know, in an established firm, where I wasn’t at a management level, that wasn’t really feasible. And so a friend and colleague of mine there, and I decided to strike out on our own and really focus in and now we have this Ed Hill trial lawyers that is 90% nursing home abuse, that’s really our focus. That’s their focus in marketing and, and development of cases and content. And then my partner, Michael Hill also does some stroke and heart attacks. So some medical malpractice, but very, very niche medical malpractice, and just gave us an opportunity to kind of implement all the talk that we’ve been talking about, and I guess, live or die by what we’ve been kind of thinking about and complaining
Jim Hacking
about, well, how did you go about picking a niche? And are you happy with your niche? And how do you market your
William Eadie
niche, one of the main things like credit with our success to date, we only started in February of this year, so 2017. So you know, I hope we’re having such a heavy conversation five years, 10 years, 20 years from now, what led to picking nursing home abuse was getting involved in those cases. I’ve done some trucking litigation two, and both of them are very heavy in federal regulations, which I do a very rules of the road, reptile type trial strategy, which are just kind of the new ways of talking about old ideas. And those federal regulations give you a blueprint. They give you a framework of what should be getting done, versus a lot of medical malpractice is very soft. It’s very what’s the latest journals stay is that adopted yet? And you can always find an expert to say yes, and one to say no. And so you end up in the soft middle where you’re suing a doctor and people like their doctors, people don’t have those kinds of illusions about nursing homes. And you have this sort of this built in set of rules. You have generally corporates, often the ones I’m suing are quite greedy defendants. And it’s set up just a great framework for cases that you can work with to try and I guess the third piece, the third leg of that stool, is that people undervalue them, they undervalue the cases, particularly in our country. Dayton, Ohio, I’ve just found, people don’t ask for juries for much money, people are skeptical about the value of a case when you’re dealing with an older person, particularly if they weren’t very mobile or, or had some cognitive decline in our belief was that jurors would get really upset by that. And so we had a couple cases and one real big trial where my partner and I got to kind of put that on the line and asked for about 10 times what the highest value other lawyers were putting on the case from a jury and got it. And so we really felt that kind of proved our principle, and jumped in with both feet. And in terms of I gotta say, we actually, I’ve got 10,000 words, truck litigation content, and I’ve got, we’ve got med mal content for every type of case. And just before we kind of, you know, we just went live and decided, you know, do we really want to be doing trucking cases to their great cases there? You know, I know a lot of great trucking lawyers. But could we really be the trucking lawyers and the nursing home lawyers and the medical malpractice lawyers, and we decided early on, no. And so we we literally just took down the trucking content altogether. And we’ve recently removed all of the medical malpractice menu links, we didn’t quite have the gumption yet to pull down the actual content, because some of its ranking pretty well. But we got rid of the links. And I gotta tell you, it’s the best thing we’ve did. By far of everything we’ve done. niching down has gotten us more cases than anything else. We’ve gotten calls from lawyers, we’ve known for years and never gotten a case from before. And as near as we can figure, it’s because they RPI lawyers, and they looked at what we used to do and said, these are my competitors. And now they look at us and say, These guys only do nursing home cases, they’re really good at it, they’ll make more money for me if I refer them the case, co counsel a case with them than I would on my own. And, you know, just being able to put nursing home abuse lawyer in my email signature block, being able to make that the focus of our our content and social media has made, I think, a huge impact. So really happy about it. It’s, I think, a coincidence that we were able to do that so easily. Because we didn’t have a big trucking practice built up, I’m sure it would be a lot harder. I know you guys have pared down. But you already had a lot of cases of that type. And we certainly had a few but not many. So it was a lot easier for us to jettison that when there wasn’t kind of money on the table. But it was a great decision, I
Tyson Mutrux
think, or how much thought you’d actually put in, to actually niching down. That’s really great. It’s a great example of, of all the things that you thought about actually removing the links from the web and everything else, it’s really, really great. I want to ask you about something else you probably thought a really long time about. And that’s actually choosing to go with the law partner as opposed to going on your own. Can you go through that, that decision making process and why ultimately, you decided to go with a partner?
William Eadie
Yeah, and you know, I gotta say, I, I think about right now, how could I do this? On a regular, probably a weekly basis, I think, Boy, how would I do this? If I were alone, Michael and I were office neighbors, we would talk through the law, we would holler out, we would, you know, walk in each other’s door and draw about cases. And that dynamic certainly helps me I know, there’s people out there crushing it as a solo and God bless them. But when it comes to doing jury trial work, you’re always second guessing yourself. You’re always wondering what people are going to you know, what a regular non lawyer folks are going to think about your what you think are great ideas. And being able to, you know, bug my partner before a big deposition or sit down and do a strategy session has been fantastic. And what we realized after we went out, and we’re kind of now smaller fish for now, versus the bigger firm we were at, we’ve been talking with a lot of other folks who are who are smaller or usually solo. And what we’ve learned is most of the really successful solo lawyers actually have, I guess, ad hoc partnerships. They have a core group of three or four folks that they try cases with. And they might be in different firms. And it might be a different combination of them. But you know, some of the guys we looked up to who were solos, we take them out to lunch we were when we started out and pick their brain a little bit. And we realized they not only tried cases with other folks, they were interested in doing that with us. So for me, I need that I need someone to bounce ideas off of on a regular basis. Sometimes we have to turn it down so we actually get more work done. But I think if folks are out there all alone and they feel alone about it. Even if you’re not able or willing to take on a partner I’d highly recommend it. He’s talking to other folks who do what you do. And being generous about the info you have. And I think it’ll be returned. Well,
Jim Hacking
I think that’s a great piece of advice. Hey, listen, what have you learned having this started last year? What mistakes do you think you made? Or what? What have been your biggest learning opportunities?
William Eadie
Okay, I think and I was thinking about it last night thinking about coming on today, I was thinking, How did I start listening to next one lawyer. And I feel like to me, I couldn’t recall. But it’s, this show has been really illuminating. And that you’ve got a more established guy and a kind of, you know, younger guy, and you’re used to thinking, hey, if you, if you start out from the beginning, and you’re nimble, and you can do whatever you want, yeah, that’s easy. But once you’re established, and once you have a bigger practice and things going on, you can’t be innovative. And it’s been really refreshing to me to see you guys and the interplay between you being nimble between you guys, I think John Fisher’s book, which really just was a big giveaway of information, and some of the Facebook communities yours, you know, there’s a few others out there, that have really been opportunities to hear what other people think and get good information around the country. And I’d say, getting outside of my geography helps, because the people just do things differently. And they tend to do things the way folks around them do it. And so when you can surround yourself with people who, who don’t just say, Yeah, but that doesn’t work in Ohio, or that’s not how we do it. And who challenge you a little bit, whether it’s marketing or practice, you know, I have a nursing home group I’m part of, through our National Association, American Association of Justice. And that’s been invaluable. I mean, it’s crazy what some people are doing and other states and when you bring it here, blows people away. And, you know, I spent probably an hour talking with a judge at a settlement conference last week, just educating her about how these cases work, when you use certain types of data that are available that attorneys around here don’t tend to use yet. And all these other things. So I think associating with other folks and being open to what they’re doing, and trying to give back in some way, to the extent I can, has been probably the most beneficial part to me. And one thing I learned that I think people are missing, that is because we started fresh, we had to write a whole website, right? It wasn’t how do I fix my website? Or what should I do next? It was, I have no website, that the internet’s really weak out there, that that lawyers are really weak on the internet. And I think people think the internet’s over or they missed it, or the big firms are taking everything. But I gotta tell you, Google’s Smarter Every Day, Google only cares about the user experience. And that’s what small or nimble firms who listen to shows like this and are out there reading books and trying to be creative, that’s what they’re good at, is coming up with a better customer experience coming up with a better system. And I really got that Google will reward that type of thinking in a way that at least the folks I know, on the SEO side, don’t really preach to lawyers. And maybe that’s just because we’re easy marks are where the problem, we’re too limited. But, you know, right now, we launched a website in February of this year. And we are ranked number one for probably five out of 10 things we care about. We launched another website just about stroke malpractice. And actually, we taught my partner we’re talking about stroke cases, and they’re pretty complicated, they’re pretty expensive. You need a lot of experts. And we said is this you know, let’s just constantly rethink Is this where we want to be? And we said, we can’t get away from it. Our stroke websites doing so? Well, we’re getting calls, you know, not every day, that’d be crazy. But once a week, we get a new case from that. And when you’re talking about a debilitating stroke case, that’s, that’ll that’ll outpace our volume and our capacity pretty quickly. So those would be my two things as associate with others and try to get information particularly out of your geographic area. And I think people need to take another look at Google and their website and think about how they can build that out in a better way.
Tyson Mutrux
I don’t know that you Jimmy was that that gets my blood go. And that that pumped me up, especially whenever you’re willing, you’re talking about actually, you know, the internet weak or soft, and that you can go out there and actually attack a lot of angles about it, you know, Google’s smarter, that’s, I think that’s a lot of really good information to really get people thinking, you know, get out there be act to do things. But I do want to ask you, though, you’re fairly new. I mean, your firm is fairly new. So what are some of your struggles
William Eadie
that you’re having our immediate struggles were capacity. We had a lot of clients in cases at the old firm and we did didn’t want to burn bridges, we didn’t want to make a fight out of that. There were only a very few clients that really fit with what we were doing, and wanted to stay with us didn’t want to transition to different representation, which was great to start with a few cases, but very quickly, and it’s, it’s a great problem to have niching down meant, we were getting calls constantly from other lawyers within the first week of announcing it because we announced that we were nursing home firm, we announced that. And so we were getting these cases coming in, which was great, but it was two guys in an office. And so I think building up those systems, so that we could handle the capacity, and then immediately what to do, do we grind? Where we’re doing everything from answering the phones to assistant and paralegal work to trying cases? Or do we figure out a creative way of outsourcing that because we didn’t have the ability to hire five people immediately. Can that, you know, they say limitation can be a driver, right? And for us that meant outsourcing was the only viable option. And now we preach it that we’ve got we don’t answer our phones, we outsource that almost immediately. We are case manager, it lives in Richmond, Virginia, we’re in Cleveland, Ohio. She’s a virtual assistant who is amazing. And as we’re growing and you know, we need some dedicated paralegal support. We decided we took a look at it and decided why would we hire someone? Why would we restrict ourselves locally? You know, if our case manager can sit in Virginia, I don’t want to be managing paralegal work individually, I want her doing it. So it doesn’t make sense for the paralegal to sit next to me if the person managing her is in Virginia. And so that’s how that’s our growth strategy. The only person we have who needs to be on site is somebody who comes in a couple of times a week does all the mail and scanning and a few in person things. And basically, that’s it. We’ve been growing by by outsourcing. So that was our issue. And I think it’s turned into somewhat of a solution. Long term, I think we’ll probably have a paralegal a dedicated local trial paralegal. But for the foreseeable future, we’ll be trying our cases together anyways. So that’s, that’s less of a concern. So another reason to have two people I mean, it’s, it’s great to know that we can go into trial and split things up, because trial is just enticing, you know, trial can be overwhelming. So being able to have somebody else to kind of say, Hey, can you handle this piece? And can we do it in a creative way that will actually help the case, if you take all the damages witnesses and help put the family story on, and I can be the one going after the nursing home Corporation, and it’s just a nice fit that way?
Jim Hacking
We’re talking with William Ed, he’s a nursing home litigation specialist from Cleveland, Ohio, we’ll love the passion. I love you calling out some of our listeners, the internet is not dead. Lawyers are still doing a really bad job on the internet. It is not is not too late to get involved. With online marketing. I just checked out your website on my phone, it looks tremendous. I think you’ve just done a great job. And it’s a clarion call to all of our listeners to really get off your butt. And stop telling yourself all these No, I can’t do this. No, I can’t do that. Will’s out there doing it. I love it. Will is a passionate member of our Facebook group. And he has strong opinions which he’s not afraid to share. Recently, we had an interesting discussion about the internet and about Google SEO. And someone was asking whether they needed an SEO specialist. And will you had some some strong thoughts on that. I was wondering if you could share those with our listeners?
William Eadie
Yeah, I just don’t think there’s such a thing as SEO anymore. SEO is kind of what was created by Google not being good at being Google yet. Where if you just use certain terms, if you use them enough times, and they’ve gotten better, and SEO has gotten better, but at some point, you have to step back and say, who can talk to my clients about their needs and wants and desires and concerns and fears better than me. And there’s some people who are doing that, you know, Annika from from Chuck waste office, you know, but she’s in house, she’s crushing it because she’s part of the firm. And I am sure there’s great people out there who can write amazing copy and, and would learn about your firm. But I think you’d have to pay them so much to do that, that if you’re not basically hemorrhaging money into marketing. I don’t understand why you wouldn’t do it yourself. And let me give you a quick example. If you Google assists Did living negligence lawyer or lawsuit or any of those kinds of terms, our website’s going to come up, first page. And depending on where you are, it’ll be ranked number one. And we started that in February. But and I challenge your listeners to Google that and click on the link for Edie Hill. Because if you take a look at that contest, it is probably 8000 5000 words, something like that, actually might be less than that. But I need to grow it, it’s got a ton of questions being answered, it’s very detailed. And that’s the only reason it’s ranking. We don’t have any link building going to it. We’re not doing any AdWords, we’re not, in fact, the only little bit of link building we did to be candid, it’s some of our worst performing pages. I don’t know why I don’t know if it was a bad choice for those people. But we stopped it. And if you look at the other top results, and I challenge you listeners to do this, in their own practice area in their own community, you know, nursing home abuse lawyer, Cleveland, Ohio, and you click and you open the top 10 results there guard, their three paragraphs, I mean, the biggest firm in town, there’s a firm in our town who pays for ads at Ohio, state games, football tickets, if you can imagine that, how much money they must be spending on ads, their pages are terrible. They’re three paragraphs, they don’t get specific, it basically do a little song and dance, and then they call us. So I think if people just looked at what’s out there, they’d be shocked at how bad not just their own content is, which is what device, they usually go look at your continent, and realize it’s terrible. But it’s all terrible. So there’s a real opportunity. If you’re willing to spend a day or a half day, you can create one long page that will rank in your community. And you can use that you guys mentioned some of the tools. So people use answer the public type in your search term. And it will give you between 20 and 200. Amazing questions to answer, Uber suggests will fill in all the AutoCorrect that Google does when you type in, you know, I typed in pressure ulcer the other day, and it gave me great stuff, or stroke, it’ll give you great stuff, and then open the top 10 pages that Google already ranks and take anything that’s good there from all 10. And what you’re gonna be left with is a piece of content that every Google’s already told you. This is what people want to know about. This is what I already think is valuable as Google. And now your 10x thing that, how does Google not ranking for that? I mean, that’s, it seems so simple. And yet, it’s easy enough to do when people for some reason are still not doing it. So I’d say take advantage of that while you can.
Tyson Mutrux
Our listeners, Jimmy can take that last, I don’t know two minutes of content, and then walk away from this episode. And be happy because that was, well, that was great. That was really good piece of information. I mean, I really appreciate you sharing it. Because that can be extremely valuable for our listeners, I really do appreciate it. And I have an idea of what your answer is going to be to this. But I just want to hear what you have to say. What would you say is your one, your one just your one biggest piece of marketing advice to attorneys just starting their firm?
William Eadie
So I would say niche and constant and that sounds like two things, but I think they’re one in the same. I think pick one thing to be good at, and then be great at it. And and the marketing works itself out? You know, it’s not just what should I do you know, what you should do you know, what your all your content should be about, you know, what you should be introducing yourself as, I mean, how many times you go to a social function or a business networking function, it’s great to be able to say I do nursing home cases. When I say I do personal injury, or I do plaintiffs stuff, or you know, people look at your life, okay, great. When you say nursing home, I’ve had Uber drivers who pull over the car and say, you know, my mom had this issue, or I’ve got a cousin. I mean, it just resonates because it’s specific. So I’d say it narrowed down, let it go. Have that have that abundance mindset? And believe that it’s there’s enough out there for you? And you’ll be surprised. And I think you guys are both examples of that. And the guests you’ve had on they’ve all been examples of that. So I know there’s a lot of internal resistance. And I probably had it easy because I you know, we had a new firm. So if you’re starting from scratch, but I think that’s how people should look at their firm, even if it’s a staff. What would I do if I were making this today? What would I do if I were starting right now and then you know where you want to be? Well,
Jim Hacking
I love the idea of of longer content that Google likes. I was watching a webinar with Brian Harris from video fruit the other day, and he was talking about having instead of so many little small little articles, having these sort of major pieces that really sort of plant our flag in the ground and let people know who we are and what we’re about. So I really liked that We’re coming up against the end of the show. I wanted to ask you about one other incident that happened at your firm last week. And that was when local media was looking for a nursing home litigation expert, and they came across your firm. Can you tell our listeners that story?
William Eadie
Yeah, there’s a local reporter at our major local newspaper, The Plain Dealer, John Coniglio, who has been writing about nursing home cases along with a partner, his and my partner, Michael Hill has kind of developed somewhat of a relationship with Him. And it was really, by virtue of giving away information. I don’t know how John got, Michael, I think it was because we had that big verdicts and a couple of cases, and I gotta admit, I was a little jealous. It’s a Why is he calling you I’m supposed to be the nursing home guy. But Michael gave away everything. We spent a couple hours with this guy a few months ago, and then didn’t really get much, or any mention mentioned for a few articles. And then finally, something came out and was great. And then it died down for a few months. And then Michael got a call from him out of the blue that said, hey, you know, I’m doing this article on nursing home regulations. Because of everything that happened in Florida. I need to know and I need some information about whether nursing homes in Ohio are required to have generators. And if so, you know, what, what are the rules about that? Can you help me out? And Michael pitched it over to me? He said, Johnny, really, I talked to will. And so I talked to the reporter for a little bit, got the insulin, I said, Well, what’s your turnaround? What’s a reasonable time, I expected him to say, you know, like, sometime tomorrow or the next day, and I was already thinking in my head, okay, what can I move aside tonight to get this done? And, and he goes, how’s, you know, it was 11 o’clock, because one said, Okay, I’m not doing everything I thought I was doing today. And I jumped on it. And just, you know, it’s not that hard. We’re trained to do that kind of stuff, figure stuff out, I knew all the regulations already, I just, I don’t often focus on generator issues don’t come up a lot in my cases. And I shot them over, you know, the supporting documents, the regulations, and a kind of a narrative with some quotes from the regulations that I thought would fit. And I was thinking about the Help a Reporter Out Haro model, which I haven’t really used much, but what I’d read about that about trying to make it as easy as possible for the reporter to use the quotes. And so I shot it over to him. And he said, Thanks, he called me for a quote, to ask me, you know, you can use a quote, as I’m sure. And I was the second quote, and the second link directly to our website, from the, the big article that went out, which was terrific. And it really is by virtue of being willing to help these guys out and not press them too hard guys, and gals who are reporters who have tight deadlines, and then eventually, they kind of circle back and can see you as a trusted resource. And we’ve gotten, we put that post on Facebook. And I’d be interested, you know, I’m already got some good feedback from folks, including Jim on the Facebook group. But we’ve gotten I think, today, and we boosted that on Facebook for probably it’s 30 bucks, I want to say, and we’ve got it’s been shared, you know, over 20 times, we’ve got quite a few comments and likes, that’s one of the for our Facebook page. It certainly blowing away our normal reach. So we’ve got, let’s see, 106 comments, or likes, I’m sorry, 76 clicks, 26 shares. So we’re thinking right now, in fact, my partner and I, we set aside Fridays for marketing and firm developments, we’re already thinking we got to set aside an hour or two to figure out how to replicate this, we’re not gonna be able to get an article every time but how do we replicate this kind of engagement on Facebook on a regular basis,
Tyson Mutrux
really good information. We’re about to get to our tips and hack the week because we’re up against the time. Before we get to that, just want to remind everyone to check us out on the Facebook page request to join there. Lots of discussions going on, especially Willie meetings involved in that quite a bit. Also, give us a five star review on iTunes. If you liked the show, or wherever else you get your podcast. Jimmy want to give your hack of the week.
Jim Hacking
Yeah, my hack of the week involves a friend of the show who’s actually coming on the show next week, Attorney Mitch Jackson. He runs the legal minds mastermind group and I’ve been a member of that group for a couple months now. It’s a fantastic resource. I get a lot of great social media ideas, Mitch is reopening the program to let new members in. So if anyone wants to know about that, be sure to tune into next week’s episode. And you can look at it for yourself right now at legal minds dot lawyer
Tyson Mutrux
and really be a tip for us. Yeah,
William Eadie
I recently encountered a person her name’s sai Wakeman. First name is c y and then Wakeman on another show and she’s a drama specialist in the business area and what That means as near as I can tell is, how to realize how your ego is affecting your perception of the world. And it fits right in with this whole idea of feeling abundance around you and being sharing. And she’s got, she’s got a show called no ego, that I’m just powering my way through. And I’d certainly recommend for anyone who is either feeling down or feels like stuff against them or feels like this is a tough world as you can do when you run your own business, that you check out that idea and check out for the show no ego, as kind of a way to boost your feelings about everything and kind of incorporate that into your business place.
Tyson Mutrux
Really good stuff. Alright, so I was going to recommend a book, I’ll hold off on recognizing that until next week, I want to recommend something based on something that will it said. So he was talking about how a certain marketing channel I think it was AdWords was getting him some bad clients. And so my tip is to go through your caseload now, and identify in a few if you don’t know this, now you need to start tracking this, you need to go to your database and see where all your clients are coming from. And if you identify a trend, where you’re getting bad clients, just just eliminate that marketing channel. We did something similar with the marketing channel last week, where we just decided to cut it out because it was just, it was getting us clients, they were just the biggest headache that we had. We just stopped using it. It was working, but it was just, they were the lowest value cases. They’re the clients that cold all the time. And I experienced the same thing with AdWords whenever I did AdWords long ago. So if you have a marketing channel, that’s just not that’s, maybe it’s making you money, but it’s causing a lot of headaches. Just cut it out. You got to get anything else.
