Jackie Lipinski (00:01.723)
man, yeah the amount of vitamins that you just suddenly realize you need is really funny. I don't know if it's like mid-30s hits and you go, need more everything. But I was just joking with Julie and Beth listeners how I have six containers of gummy vitamins because I'm a grown adult who can't take pills.

Julie Jarnagin (00:12.935)
Mm-hmm.

Julie Jarnagin (00:22.439)
And they're expensive too.

Jackie Lipinski (00:25.011)
They are expensive!

Beth Russell (00:26.51)
They're so expensive. Can you tell me which ones you use? Because I'm not being religious in my vitamin taking and I have a birthday next week and it's a high number.

Julie Jarnagin (00:27.727)
and it's school time.

Jackie Lipinski (00:33.075)
Costco.

Jackie Lipinski (00:36.945)
Yeah, I'll get you, you know, for your birthday vitamins.

Julie Jarnagin (00:40.551)
vitamins, vitamins, gift card to the vitamin store. Awesome. Okay, let's get started. Welcome to episode 403. I'm Julie Jarnigan and with me today are Jackie Lipinski and Beth Russell. How are y'all? All right, let's get started.

Beth Russell (00:40.588)
vitamin.

Late 30s dream come true.

Jackie Lipinski (00:45.244)
Yeah, exactly.

Jackie Lipinski (00:57.319)
Hello. So excited. My favorite podcast people.

Beth Russell (00:57.806)
Hello.

Julie Jarnagin (01:03.975)
We always hear whether Kevin listened to it or not based on what we say. We miss you, Kevin. Okay, let's get started with story time. Jackie, why don't you start?

Jackie Lipinski (01:10.215)
what we say.

Beth Russell (01:11.839)
Mm-hmm.

Jackie Lipinski (01:13.395)
Yeah.

Beth Russell (01:15.65)
Do we? No, I'm just kidding.

Jackie Lipinski (01:19.431)
Yeah, I have a good one and an angry one. It takes a lot for me to get upset or angry. And I hate when I see an echo happen. And so what had happened, and I was telling Julie and Beth right before we recorded, is just how frustrating a situation can be when you don't have the full context. So I met with this builder and they're like, hey, we have this problem community. Can we do an algorithm? I'm like, yes.

Julie Jarnagin (01:42.331)
Mm-hmm.

Jackie Lipinski (01:49.14)
let's get the numbers, let's talk about it. And we're looking at the traffic, it's three times as what it needs to be. We're looking at the, then we look at the next funnel of leads and we're like, okay, the leads are looking actually pretty decent. Then the appointments are also looking okay. And then there's almost like the sales just stops. And so hypothetically, something looks broken and we have this guide to the market proof algorithm. I think it's like 11 or 12 pages, right?

Julie Jarnagin (02:15.207)
Mm-hmm.

Jackie Lipinski (02:16.583)
And I was like, okay, well, here's usually what we do and here's what we need to dive into. just me and you guys having experience looking at an algorithm day in and day out, I could already tell her, I was like, I don't know how to explain this, but something is wrong. I was like, your sales team everywhere else is great. It doesn't seem like it's that, but you need to go dive into it. And so we get off the call and the other team member on the call goes, hey, Jackie, I know someone over there. Let me talk to them.

And so they get back to me and they're like, hey, the entrance to that community, you have to take a bridge and the bridge has a homeless encampment.

And the marketer had just been there and didn't mention that. And it was just one of those. And then I've also, I had this other builder a while back talking about this problem area and you had to drive through, it was over a million dollar homes, an RV park. And they never mentioned that in the beginning too. And so sometimes I always think it's very interesting when someone goes, hey, we really have this struggling area. And then they remove the very important piece of context of why it's struggling because us as marketers,

We, if we're not visiting, we can't see that. And so if this was corporate marketing, you know, they're not going all the time. They can't see that too. that communication to the sales team of like, why do you think it might not be working? And what do I need to tell a team? And how do we need to make sure that when we're analyzing it, it can't be, you know, apples to apples up against our other communities because it has kind of this immediate turnoff or something like that. So it was just one of those things of like, do you

know the details because you as the marketer need to know what is going to be something that might drag that community down. Obviously we want to avoid those situations but sometimes they happen and so sometimes it's like

Julie Jarnagin (04:06.863)
Yeah, and there's things we can control and things we can't control and that's okay. Like there's gonna be communities with issues or road construction, but it is helpful as we're making decisions on spend and messaging and channels and all these different things to have the full picture of what it looks like. So we know that we can't necessarily, you know, change things that might be difficult, but...

Beth Russell (04:06.894)
Mm-hmm.

Jackie Lipinski (04:10.461)
Yeah.

Jackie Lipinski (04:14.961)
Yeah.

Jackie Lipinski (04:21.415)
Yeah.

Julie Jarnagin (04:35.931)
Just communication is important, just like life in general.

Jackie Lipinski (04:35.997)
think we've all, yeah, I think that's what it is, is that clear communication could really be improved, because I think all of us have had that story or heard a builder say, and then there's a neighbor with a sign, or and then there's this crazy little thing that's happening, and we're like, okay, well, that does matter. So it's helpful to have more context when possible about an area, especially if it's struggling.

Julie Jarnagin (04:52.891)
Mm-hmm.

Beth Russell (05:00.558)
I have a dad joke that's not really a dad joke to help like remember this for everybody listening. But the way that we like to define context sometimes in terms of data is like the environment in which it exists. And so what was wrong was the environment in which this community existed. So there you go. That's how you can remember that.

Jackie Lipinski (05:02.865)
I would tell me.

Jackie Lipinski (05:19.59)
Yeah.

If we could pick it up and move it, would be great, but that's not something we can do. So, what do you got, Julie?

Julie Jarnagin (05:27.173)
Yup. Beth, what's your story time for today?

Beth Russell (05:31.765)
I have to come after you, Julie, because it ties into yours. I did stalking.

Julie Jarnagin (05:33.899)
okay, perfect. Well, I know y'all already talked about Rise and Design last week, but I wasn't there, so I get to talk about it this week. It really was just such a good time and Carla did such a great job, but the biggest thing it reminded me of is in everything we do, intentionality plays such a part, but specifically for creativity,

Jackie Lipinski (05:39.603)
Mm-hmm.

video.

Julie Jarnagin (06:02.103)
and creatives. think, you know, we forget we feel like we should just get this wave of inspiration on things. And that's really not how it works in real life. So many people, their favorite thing was taking this 10 minutes of silence outside. It was 10 minutes like it was. Was it even 10 minutes or was it five minutes? I think it was 10 minutes. And it just like everybody felt so good. And we're not this

You know, that sounds a little woo woo like whatever. But for a bunch of creatives just to have a moment of silence. Also, we did a lot of workshops, a lot of stuff in a notebook, writing down like actively working through problems. So it just reminded me that we get so busy with emails and day to day and being reactive to things and try to deal. But if you really are going to be strategic.

and or creative, which is marketers, need to be both strategic and creative. You have to put an intention beside it. You have to carve out some time to actually think through projects, take a walk, write down ideas, and it makes such a big, big difference. So it was, it was great.

Jackie Lipinski (07:12.764)
Mm-hmm.

Jackie Lipinski (07:19.261)
Yeah, I think that's why there's just things called shower thoughts. It's like when you're alone with your thoughts, sometimes magic can happen. So that intentionality, especially anyone who attended who has kids, that needs that 10 minutes. So makes sense.

Julie Jarnagin (07:27.153)
Mm-hmm.

Beth Russell (07:35.544)
There's a reason why moms lock themselves in the pantry sometimes.

Jackie Lipinski (07:39.057)
Anyone who says they don't is lying.

Julie Jarnagin (07:39.078)
Right.

Beth Russell (07:41.24)
Yeah.

Julie Jarnagin (07:41.881)
Right, right. Yeah, so it was great. just that getting a little separation from like the day to day just sparked a lot of ideas. So yeah, enjoyed it. Okay, Beth, tell me what yours is that ties in.

Beth Russell (07:55.253)
so

Beth Russell (07:59.28)
I know I stalked totally no shame. So it's football season, apparently. I guess the first game was last night. I don't know. Whatever. I'm more of a baseball girl right now or hockey. Very different ends of the spectrum. But with football, one of the themes or echoes, as Jackie loves to call them, that we've been going through a lot with our builders, especially as it pertains to, weirdly enough, our leadership. So our quarterly quarterly business reviews that we have with the leadership at

Jackie Lipinski (08:13.075)
you

Beth Russell (08:28.707)
builders is this idea of intentionality duly like and the analogy of the story that I've been putting it into in in a way where people can kind of visualize what they need to do when they're thinking through something that they are trying to either solve a problem for create contact content around like your point or it could be something as simple as an event an ad an email that you're sending knowing and all agreeing on that

and intent. So in a football game that would be like, we all agree, you're not going to get points until you cross that goal line. We are all aiming for the same thing, which is a touchdown. Here's our intent. And we agree with it. The X's and O's are just how we are getting there. And everyone is playing their different role. Some people are going to be sacrificed and get hit by 300 pound men. That's usually sales. Other people are going to be more methodical.

and planning and scanning and seeing what they should do before they throw the ball down the field to the salespeople. So, I don't know, I just think that if you visualize that and we say, OK, as a team, we're creating this event with the intent that our customers will then do X, Y, Z. We need to then map out how are we going to get them to show up? How are we going to overcome objections? How are we going to make sure that when they get to this event,

Jackie Lipinski (09:45.213)
Mm-hmm.

Beth Russell (09:54.958)
They feel motivated. They feel excited. Like all of the factors that lead up to them to then do the behavior that you want them to take. And it just helps thinking of it as a football field.

Jackie Lipinski (10:09.383)
Yeah, I always think of that person with the playbook. It's like, here's where we're going, here's where our plan is, but also stuff happens. And sometimes you're right, you get tackled. You got to just get back up. Yeah.

Julie Jarnagin (10:09.5)
Yeah.

Beth Russell (10:12.355)
Mm-hmm.

Beth Russell (10:19.875)
Mm-hmm.

Julie Jarnagin (10:21.927)
Yeah, taking that pause, that moment to like reassess, think, you know, same as mine, we're just so go, go, go. Sometimes we need to slow down. So we have that, we have that conversation about, you know, do you convert in all our content? Cause we have a ton of content, cause we have people who are talking about all the things. So sometimes we just have to like slow down, take a pause.

Jackie Lipinski (10:43.251)
Yeah.

Jackie Lipinski (10:48.947)
Yeah.

Julie Jarnagin (10:50.385)
Figure out what has the highest benefits and all that. Because you know, there's just so much we want to talk about. want to do, but just got to build in, build in those pauses and those looking at what's your goal, having some intention.

Beth Russell (10:58.009)
Mm-hmm.

Beth Russell (11:07.631)
Yeah, and adjust your playbook if you need to, right? Your little namaste moment.

Julie Jarnagin (11:12.783)
I love the three of us talking sports analogies. This might be the wrong group.

Jackie Lipinski (11:17.275)
Yeah, this is as far as I can go. I'm like, I don't have anything else. was like, I used to intentionally, so I live in Seattle when the Seahawks play, I intentionally go to the grocery store during games. was like, there's a tumbleweed. I like, I have all the free room.

Beth Russell (11:23.661)
You guys.

Julie Jarnagin (11:31.111)
because it's empty.

Beth Russell (11:31.842)
yeah.

You guys, you remember where I lived before we moved here to Georgia? One time we were in Kansas City and we went to a barbecue joint the day the chiefs were playing. Worst idea ever.

Jackie Lipinski (11:40.391)
that.

Julie Jarnagin (11:52.751)
Yeah, bad plan. Bad plan. All right, well, on to the news. Our first article is from ProBuilder. New homes are now nearly $20,000 cheaper than existing homes. As of July, the typical new home was approximately 4 % cheaper than homes on the resale market. So what were your thoughts on this one?

Beth Russell (12:17.679)
Okay, I'm going to tie this back into story time because the key thing here is that again, context matters because it's not sticker price that they're talking about. They're talking about like the all in at the end of the day. What does your investment look like? And because builders are able to offer and I say able to, but really they're like hands are tied. Like all of them feel like I can't do anything unless I'm offering an incentive essentially at this point. But because they are offering these

Jackie Lipinski (12:25.105)
Mm-hmm.

Jackie Lipinski (12:42.397)
Mm-hmm.

Beth Russell (12:46.411)
incentives that are happening and baked into the sale, numbers to numbers, apples to apples, it's coming down that much more affordable. And so the challenge for marketers has been lately, how do we convey that message at the top of the funnel without giving too much away?

Jackie Lipinski (13:05.159)
Yeah, I had a marketer who they were like, okay, yeah, we did lower the price. And guess what? People will still ask for the world. And so you do have to balance that level of expectation because you go, okay, well, now we're competitive with resale. And they're like, well, I know that you are a business and not a person. And I feel more comfortable arguing or trying to, what's word I'm looking for? Like just taggle with a company more so than I'm just trying to get a person who's reselling their house. So.

It's always interesting to see that and, you know, in terms of what I'm hearing from builders, it's not always the same conversation that I see in the news articles because most are like, no, the resales near me are technically less expensive. But when you do the math or you see the value and you see the long-term value, it does make more sense, but it is hard to convince a large portion of people who have never even considered new construction to consider.

construction. So we've always struggled with that awareness element of the benefits of new construction. And it's funny because some are like, well, just explain everything in detail that we do better. And it's like, yes, but that's hard to do. Like that's hard to do until you have a house in a location and a price point that they might consider you. And then I think it's a landslide, but you almost have to get to that point first. So that's been interesting to see marketers trying to.

Beth Russell (14:22.585)
Mm-hmm.

Jackie Lipinski (14:31.461)
that barrier of communication.

Julie Jarnagin (14:34.585)
Yeah, and you have to look at how they were figuring this data too. This comes from realtor.com. The 407, 200 median sales price of a new home was about $28,000 less than existing home prices as of June 2025. it's, you know, if you're just comparing, you know, new home square footage, apples to apple, it's a little different how they figured it. So that doesn't necessarily resonate with everybody.

Jackie Lipinski (15:02.045)
don't hate the article. I think it says spark people to go, I haven't been considering that. Like, let me look into it. But you would also have to be like in the realm of buying a house. So it makes sense.

Julie Jarnagin (15:05.115)
Yep. Yep.

Beth Russell (15:07.513)
Mm-hmm.

Julie Jarnagin (15:12.955)
Yeah. All right. On to our next one from searchenginejournal.com. The behavioral data you need to improve your user's search journey. Behavioral data helps us understand what drives users to a search, where they carry it out, and what points of friction might be blocking conversion. This one is a more in-depth, longer article, so it's definitely, I think, worth the read.

But it's talking about, you know, as different, I think last time, didn't y'all talk about the GEO, the generative engine optimization? So we've got all these different conversation and things and ways people are looking, but it all kind of boils back to how are people searching? How can we leverage that? How can we be in the right places with the right messaging and with all these changes with, you know, more just answers coming up on Google?

Jackie Lipinski (15:50.791)
Mm-hmm. Yeah.

Beth Russell (15:50.979)
Mm-hmm.

Julie Jarnagin (16:12.103)
these things that are changing, what do we need to pay attention to on the user end and user psychology and what they're actually looking for to meet their needs and stay up with time and still be in front of them where we need to be in front of them. But there's a lot in this article. What jumped out at y'all in this article?

Jackie Lipinski (16:18.664)
Thank

Jackie Lipinski (16:32.487)
Well, it wasn't necessarily this article, but a builder I was talking to recently who said, hey, I don't think anyone really knows exactly how to show up. But how I'm trying to make sure I'm ahead of this is understanding what do people usually ask? And then I think they created like a 50 question frequently asked questions page. And they were like, listen, if people are going to ask questions,

we are going to answer them on a sub page on our website because we wanna make sure that we are the source showing up. So we don't know how we're showing up, but we wanna make sure people know that we have the answer. And so if they're searching like happy builders, how do I build a house with happy builders, there's a page about it or specific details. They are trying to at least have a chance, I would say, to answer those questions that they think people

would go in And obviously then they're like, contact the online sales counselor if you have additional questions, but baseline, here we go. Because I think that's where the most confusion stems from a lot of people, G-E-O, L-E-O, what was the other phrase? Like, just, yeah, like how do you maximize your effort, minimize harm, maximize gain? It's pretty hard. But one thing we talked about in last one is just, it's gonna have to start with the content on your website, answering those questions. So think of it in that format now.

Beth Russell (17:44.88)
AEO.

Jackie Lipinski (18:00.372)
Because you can't really control what other websites are saying about you, but you can control what you were saying about you. And again, that's all you can do at certain points.

Beth Russell (18:08.154)
Mm-hmm.

Beth Russell (18:13.903)
Yeah.

Julie Jarnagin (18:14.053)
Yeah, I think what's interesting about this article is with like so much conversation around this, it's like what do you actually need to improve and think about on search journeys? And so it breaks it down. So just a few of them, we don't have to go through all of them, but discovery channel indicators. So yes, we think of Google, of course also, but what about all the other places they're engaging with you and seeing content about you?

Jackie Lipinski (18:33.715)
Mm-hmm.

Julie Jarnagin (18:43.057)
The second one was built in mental shortcuts. that was about, know, Kevin likes to talk about cognitive biases and that kind of thing and how we use those, you know, to decision making. Well, that's the kind of thing a marketer needs to think about. what if there's too many choices, people have more trouble making a decision sometimes. Recency biased, that kind of thing. So that's the kind of thing a marketer needs to be thinking about.

Beth Russell (18:49.999)
heuristics.

Jackie Lipinski (18:59.667)
Mm-hmm.

Julie Jarnagin (19:12.045)
underlying user needs. So that's a lot. We talk about trust and certainty. So it just goes through a whole list of different things that we need to consider when we're when we're thinking about these things. And I think it breaks it down in a cool way. So this is one I would tell you point back to the article. You should go read it and it definitely makes you makes you think about all the things you need to consider.

Jackie Lipinski (19:35.473)
One of my favorite things.

Beth Russell (19:35.896)
My favorite thing too is about this as a tool for marketers to actually go and read is like if they're getting asked the question from people of either leadership or people in other areas of their organization of how come when I Google us I don't show up first.

Jackie Lipinski (19:50.791)
Yes.

Julie Jarnagin (19:53.669)
Yeah. Yeah, there's more to it than that.

Beth Russell (19:54.212)
Read the article.

Jackie Lipinski (19:57.511)
I also...

Yeah, I also liked the bias and then sample questions section where it's like loss aversion is, you know, brand legit. And I think that's one of those things with builders. If you've been in business for five years versus 30 years, someone might feel more confident with a 30 year builder because you most likely have your stuff together by now. And so making sure to like lean on that credibility. And so, yeah, I think this is I think it sparks a lot of good ideas.

for marketers of improvements and definitely worth the read.

Beth Russell (20:33.744)
I like the concept too that searches is whether it's at this point or not, but search is no longer necessarily about ranking, but it's about that guiding process to get them to take, some answers, take a next step. And I mean, marketers, that's what we've been really trying to hone in on is that concept of the carrot. You're dangling the carrot and you're getting them to move along. So how can you take that same concept into how you navigate search as well?

Julie Jarnagin (20:44.625)
Mm-hmm.

Julie Jarnagin (21:02.247)
Yeah. All right. Next to on to our next article, Digiday. Angry and disappointed, if not surprised, the ad industry reacts to the Google search remedies ruling. So we've had this. How long have the trials and antitra everything been going on for ages, ages and ages? So what's finally happened is we kind of know what the consequences are.

for Google now, and it's not much really. I think the biggest one is that there isn't a breakup of Chrome. So that would have been probably the biggest impact on people, and that didn't happen. There's definitely some more data they have to share with other search providers.

Jackie Lipinski (21:42.835)
Yeah.

Julie Jarnagin (21:57.445)
So that's a benefit for the search providers. But as far as benefits or changes or anything for marketers, maybe not so much. It seems to me like much ado about nothing. We've had these big conversations about this for years, however long all this has been going on. And then it's kind of anti-climactic to me. I mean, it's not necessarily a bad thing, but it's like, here's what they're gonna do about it.

Jackie Lipinski (22:11.218)
Yeah.

Jackie Lipinski (22:23.495)
Yeah.

think the best thing is just the shared data with rival syndication services. But what's fun and giving a real life example is I had another builder go, we need to be showing up on Bing. We need to be here on Bing because my boss searches on Bing and we're like, okay, well, let's look at your data for how people are actually searching you. And I think it was 3 % of their traffic was using Bing to get to their website. And when we talked about the budget of the balance, they're like, okay, well, they wanted to commit like 25 % of the marketing budget.

it and we're like, well, does that make sense? We're like, yeah, we can have more margin. But again, if only 3 % of people are searching, we're really focusing on your boss's search habits. So we have to consider this, I don't want to say the waste of spend, but just take that into consideration of where we should focus our energy on, the 97 % or the 3 % of traffic and where they're coming in from.

Beth Russell (22:58.682)
Mm-hmm.

Julie Jarnagin (23:22.511)
This is making me laugh because I just had a meeting with a builder this week and somebody from a division brought up Bing and their reply to this person is you are far too young and pretty to be searching on Bing.

Beth Russell (23:38.352)
my gosh.

Jackie Lipinski (23:39.283)
That is such a weird response.

Beth Russell (23:43.278)
That's gonna make its way on a t-shirt. I just know it.

Julie Jarnagin (23:43.623)
It was another young pretty person saying it, so it was. But it was, was, their point was, their point was is that usually there's not a huge amount of people that are searching on Bing if you really dig into the point and we have to focus on what's most important. So that was the point they were making, but it makes me laugh.

Jackie Lipinski (23:47.653)
Okay.

Jackie Lipinski (24:02.627)
Yeah. Yeah. Yeah. That's pretty funny. I do love sometimes when someone asks a question and I'm like, and they're like pondering it and I'm like, yes, we can find the answer in five seconds. Let's just go to your analytics and it's not hard to call. Yeah. That is funny. That's a really, that's a good, that's a good one. people are fun.

Beth Russell (24:02.651)
And it is a dialed-in demographic as well.

Julie Jarnagin (24:20.335)
Yes, and that's what they did. They pointed back to analytics.

Beth Russell (24:28.753)
That's going to end up being the title of this podcast.

Julie Jarnagin (24:32.134)
or we're gonna cut it out. One or the other. Either we're gonna cut that or it's gonna be the title. We'll see. Good luck. Good luck with that, Rachel, who edits our podcast.

Jackie Lipinski (24:32.484)
You

Jackie Lipinski (24:38.321)
I hope it's the title.

Yeah, I think it's been funny just following along with this though. I think we all knew Google was never really going to lose. Like they win, they lose, but it's the same. They're going to be fine. So what does it mean for marketers? Not much. It looks like no bans on partner payments, nothing really required. partners can freely distribute rivals. So I almost feel like it's like a news story about nothing.

where it's just like, we had to legally write this.

Beth Russell (25:15.912)
Yeah, we have to give you a summary of it all.

Julie Jarnagin (25:18.681)
Yeah, I mean.

Jackie Lipinski (25:19.243)
I think I do see one detail in here. If auction transparency, Google must disclose major ad auction changes to prevent hidden price hikes. So like that could potentially be be a win, but.

Beth Russell (25:30.449)
I like that frame of mind when we're like, our builder partners will understand this that are listening right now, but when we understand our strategy on Google and we go into that like niche market definition and how sometimes it can be absurdly expensive, it's because it's like a pay for play type situation, it would be interesting to see more insight from that world and some clarity on how the auction insights work there. That would be cool.

Jackie Lipinski (25:55.17)
my gosh, I just need to throw in this story because I think there's going to be one person this helps and it's not even related to Google. It's a tangent, but it's relevant. yeah, story time, whatever, story time, new story. So Megan on our team's husband is an influencer and it's been fun to watch him. So talking about pay to play, recently they had a bunch of trouble with their meta account. And what ended up happening is they had to pay someone.

Beth Russell (26:04.625)
Squirrel time.

Jackie Lipinski (26:22.899)
They were like, we can't get this, things aren't connecting. All of a sudden it stopped working. And what happened was they were like, you know what, we're just gonna pay to play. We're gonna pay the service to have a person and not just us talking to a chat box. And what the simplest annoying answer was the person gets on and goes, oh, okay, all of these problems have occurred because you do not have two factor on. Now there was no big notification. There was nothing saying two factor was the problem. And us at Do You Convert, like,

That is a mandatory step in every account that we make sure everyone has two factor on. But that is, it causes a lot of problems. So that's just a reminder to anyone out there, does not work with us. If you were having weird meta ads or even Google ad account issues, sometimes it might be a very oddly simple solution or you might have to pay someone to tell you it's two factor. So enjoy that.

Julie Jarnagin (26:57.255)
It does cause a lot of problems. Yeah.

Julie Jarnagin (27:14.769)
Yeah. And I also have to say, for some reason, when you say it's an influence, he remodels things, his house. He's an accidental influencer and got this huge following of him fixing things, remodeling their house. It's a very cool account. So I don't know why. I just think people's brains went to, yeah, like he, I don't know.

Jackie Lipinski (27:21.661)
Yeah. Yeah, he's not like trying on clothes. It's not what about him.

Jackie Lipinski (27:32.563)
It's really fun.

Jackie Lipinski (27:37.595)
No, yeah, he does construction. They get sponsorships. It's pretty cool. Like, I'm learning, he's like, they're installing their patio door handles or something, or what is it called? Like your metal frame around the railing. Thank you. But I'm like, okay, like it's fun watching them mess up too. He's like, I botched this, but we're moving forward. So anyway, everyone go find him.

Beth Russell (27:38.117)
He's like a fitness influencer or something.

Beth Russell (27:49.104)
The railing.

Julie Jarnagin (27:49.751)
Railing.

Julie Jarnagin (27:56.755)
Ha!

Yep. Awesome. All right. Well, I think that's it for today. Thank you all. Bye.

Jackie Lipinski (28:03.987)
Have a good one.

Beth Russell (28:05.317)
Bye bye.