“LinkedIn Ads are unapologetically expensive. Terrible click-through rates and very high cost per click. Most people lose money on it.”
That’s what this week’s guest, LinkedIn Advertising Expert AJ Wilcox, was recently quoted as saying.
But if that’s the case, how was LinkedIn able to generate over $3 billion in advertising revenue in 2020?
By delivering spectacular results for companies with high-value offerings and highly efficient sales funnels targeted at very specific industries, companies and job titles.
Please join us in this episode as AJ and I talk about Landing Dream Clients from LinkedIn Advertising.
Learn more about AJ Wilcox and his company B2Linked: https://B2Linked.com
What follows is a computerized transcription of our entire conversation. Please excuse any typos!
Frank Felker 00:22
Thank you, Dude Walker. Yes, indeed. I am Frank Felker. Welcome back to Radio Free Enterprise.
My guest today is AJ Wilcox. AJ is a certified LinkedIn Ads Partner. He’s the host of the LinkedIn Ad Show podcast, and the founder and CEO of B2Linked. AJ Wilcox, welcome to Radio Free Enterprise.
AJ Wilcox
Thanks so much excited to be here. Frank.
Frank Felker
I’m excited to you’re here as well, AJ, I’ve watched a bunch of your YouTube videos over the years, and you’re just somebody who really knows what they’re talking about. You’re a true subject matter expert in this area of LinkedIn ads. And I think it’s something very important for business owners to know more about.
So I’m going to start by throwing you under the bus right out of the gate – just to mix metaphors there – and read a quotation I found from you, at least attributed to you, you can tell me whether this was you or not. But you know, here it is. Here it is.
According to AJ Wilcox, “LinkedIn ads are unapologetically expensive. They have terrible click through rates and very high cost per click. Most people lose money on it.” Ha, this sounds great. Tell me more. What were you? What was that all about? It’s pretty clear what you’re saying. But then why should we still consider these things?
AJ Wilcox 01:44
Yes. So really, where LinkedIn ads shines is with companies that have higher deal sizes or higher lifetime values. And so that quote came from when I was talking to, I would say, smaller companies, people who are good at Google and Facebook ads that do really, really well with low lifetime value products.
Frank Felker 02:10
Okay, yeah. So those companies are more low margin high volume, and you’re talking more about high margin, low volume, or even high margin high volume?
AJ Wilcox 02:22
Yeah, exactly. Yeah, so they cost more for sure to get in. But because we’re able to target just exactly the right people. It’s perfect for those big deal sizes. I think of it like LinkedIn ads is a sniper rifle, whereas Facebook and Google might be a shotgun. Okay, fewer shots, but they’re more important.
Frank Felker 02:43
Can you give me a couple of examples like I can think of from my own career and business, coaching and consulting clients that I might be targeting? So are we saying, minimum five figures per transaction? Or is there any sort of rules of thumb you can share?
AJ Wilcox 03:02
I mean, this totally depends on how efficient someone sales cycle is. But what we’ve found is, if when you close a deal, if they’re going to be worth $15,000, or more to you, in North America, obviously, that limit goes way down significantly anywhere else in the world. But, yeah, $15,000, or more than LinkedIn ads are going to be a total home run. If it’s less than that, like, you got to test and make sure I mean, it’s significantly less than that. If you’ve got a product that sells for $100 a month or something. And you’re paying LinkedIn, eight to $12 per click for the traffic up front, it’s probably not going to work out.
Frank Felker 03:38
Okay. I think that’s great, because it gives us something we can hold on to: $15,000 marginal revenue from the new client that we’re bringing in through LinkedIn ads. And I’m just as I say, I’m trying to give a frame of reference for the viewer. So that could be doesn’t have to be an individual consultant like me, it could be a big consulting company, like one of the, you know, like Accenture or somebody like that. Is that sound writer? Can you give us some examples of different types of companies? Maybe even that you’ve worked with that have had success?
AJ Wilcox 04:14
Yeah. I mean, we worked a lot with HR, because HR people are on LinkedIn all the time. So things like we had a client who was targeting people who are, like senior HR executives at large companies, because they were selling them a SAS software. And oh, that worked extremely well, because obviously, you know,
Frank Felker 04:39
okay, and then, you know, another I’m here in the Washington DC area. I wonder about business to government, B to G. You know, that could be a huge client. Have you had any, any customers that do that? Absolutely.
AJ Wilcox 04:55
Yeah, big works great. LinkedIn ads give us an industry that we can choose. Just government, we can even target by the specific government agency you care about. So if it’s the
Frank Felker 05:06
the SEC or the IRS, like you can target just employees of those organs. Wow. Now you and I had talked previously a little bit about the difference between content marketing on LinkedIn versus paid advertising. But I may be speaking sacrilege here to the expert. But it occurs to me that maybe I could use this type of advertising, even for my brand building.
Let’s say for example, I were targeting buyers in the IRS something, whoever I’m targeting, and I really just want to let them know about me and my company and the services we offer so that they’ve heard of me, maybe then when one of my bids comes in and reply to a request to proposal, is that something in terms of branding that you think would make sense, even though even knowing how expensive This is?
AJ Wilcox 05:58
Yeah, totally. I mean, if you’re getting your message in front of your ideal buyer, that’s always valuable. The problem is, if you’re just dipping your toe in the water, with LinkedIn ads, and you want to do a test, if you’re just doing brand building, you’re not seeing deeper signals that what you’re doing is working. So what we like to do is go right after that cold audience with something of value. So, you know, come watch this free masterclass or download this free guide or checklist or eBook, something like that, where we’re getting them to identify themselves and the fact that they are filling out a form in order to get this tells us that what we’re offering is a value, and people were willing to actually put their information in it in exchange for it. So that combination, yeah, you get that combination of like, our, and they’re engaging with your content. So it’s kind of a double whammy, but you can certainly do it that way.
Frank Felker 06:52
Great. I had not thought of that. And that makes perfect sense. Now, you talked about targeting, and you just gave a great example of what agency somebody that what types how you talk about a sniper rifle? What types of variables can we target by in LinkedIn with our messages? Oh, it’s
AJ Wilcox 07:12
so much fun. This is where LinkedIn shines. We get job title, we get the department someone works at, or works in, we get their level of seniority, their skills, or even groups by name that they’re members of, we can company size, company, industry, even company name, like we talked about. And then and then retargeting, I mean, I, and I’ve probably only covered about a third or a fourth of all the options that are available. There’s just a ton.
Frank Felker 07:42
Well, let me It occurs to me, as you say that, can we be too specific? Or could we be ultra-specific on purpose? In other words, you know, I want to make sure that my boss from three jobs ago, sees this ad every day, and I really don’t care. Who else does? Is that getting to? You know, and that’s crazy and not a good objective? And like you said, like, how am I going to track whether it’s working or not. But I just use that as an example of being ultra-targeted. Can’t let’s say we wanted to get in front of you know, the Vice President of Engineering it, you know, Lockheed or something, could we get that specific. So the more the most
AJ Wilcox 08:21
specific LinkedIn will let you get is down to an audience size of 300. So yeah, for instance, we target the fortune 500. Anyone in marketing, who has a paid social ads kind of skill, and so you get really small. And the cool part about that is it doesn’t take much budget to stay in front of these people. And you can just kind of keep a slow drip going and stay top of mind with them. So that’s one way we do it, you can’t get more specific than 300. But there’s also advantages to that with that slow drip.
Frank Felker 08:58
And is this thinking of the branding again, and staying top of mind? Or what would be the advantages of that slow drip strategy?
AJ Wilcox 09:07
I think I mean, if you can be sure that anyone who sees this because certainly anyone in the fortune 500 is probably spending a lot on LinkedIn ads, or they could be and so that kind of that kind of exposure to someone who could be one of our next biggest clients is certainly valuable. And because we’re not paying a lot for it, because the audience is small. It’s just little drip over time. What we do get is not spending a whole lot and investment in the future in potentially, you know, giant accounts.
Frank Felker 09:40
Right. Okay. Now, there are different types of campaigns that we can run on LinkedIn. Can you speak to them and which one or two or three are your favorites and which one do you think people might have the most success with?
AJ Wilcox 09:55
Yeah, sure. So the big two options that you get with each campaign You get to choose which ad format you’re using. And there’s a whole bunch, there’s some that come in the newsfeed, there’s some that are just over in the right rail. When you’re on desktop, there’s some that come to you like an email or a message in your LinkedIn messaging box.
AJ Wilcox 10:16
What I recommend for these is there are two that tend to work over and over. The first one is single image sponsored content. So this is in the newsfeed, something that just has a line of text, a big image, and then another line of text ads. And we love these because they’re only on the right rail on desktop. So like, most people are using mobile for sure. So they don’t get seen a whole ton. But they are Lincoln’s cheapest ad format. So where we might pay eight to $12 per click for the sponsored content, you know, something in the newsfeed, we can pay down to like $2 per click for those right rail ads. And those are our favorite to start with.
Frank Felker 11:04
And are all these campaigns Pay Per Click? Are there any cost per 1000 impressions, or is all LinkedIn cost per click?
AJ Wilcox 11:12
Yeah, most you can pay by either cost per click or cost per impression, or per 1000 impressions. On the message ads, you can only pay per person that you send it to. And on video, you can also pay on a cost per view basis. But most of the time you get that option. Interesting because I’ve been thinking about using video ads myself, to drive traffic to my a to Radio Free Enterprise to the exact thing we’re doing right now.
Frank Felker 11:38
So this is I love being do being able to do these interviews with experts like yourself, because I get to ask the questions that I want the answers to. So it’s a great benefit for me. Now, you mentioned $2 per click $12 per click these are you know pretty high numbers, when you look at them relative to something like Facebook.
This is a two-part question. And maybe you’ll just address the first part. And I’ll ask you the second part again. But the first part is, what sort of range of cost per click, might I pay? And then the following on is you talked about efficiency of my funnel after the click? And can you talk to what sort of variables or percentages I would be looking at there. So again, the first thing is how, what’s the range of cost per click that you’ve seen?
AJ Wilcox 12:28
Yeah, so the minimum, it depends on each audience. But if you’re building sponsored content, you can say, hey, LinkedIn, I only want to pay $6 per click, or $5 per click. And if you’ve suggested to low, they’ll come back and say, Well, actually, the minimum bid for this audience is, you know, 575, or 612, or whatever that is. So on a small budget, you really can bid the minimum. And most likely, as long as your ads are good and getting clicked on, you could spend your whole budget at just the minimum. And that’s the most efficient way to be. If you’re not performing very well, or you’ve got a bigger budget, you probably are going to have to bid a little bit more aggressively to get LinkedIn to, to show as much as getting clicked on.
The second part of that question with the sales team efficiency. So we know just according to benchmarks, about half a percent of people will click on your ad. And then you know, if you have a good piece of content a good offer, it’s probably going to be 10 to 12% of those will, will convert they’ll sign up for your whatever, then it’s really up to the sales team to reach out and nurture that person. So how do you do it? How many of those people go on to become demos? How many of those people go on to be like, like sales qualified leads? How many of those go on to close? So yeah, that’s very much up to the sales team to kind of pick up the ball and run with it.
Frank Felker 13:56
And so I would imagine that as far as the arithmetic goes, it comes back to what’s the, you know, marginal revenue for every new client. And then, you know, how many people who do a demo turn into a client and how many people who register do a demo and you work back up the funnel kind of thing? And I guess I was looking for sort of thumbnail numbers, but are they like all over the place?
AJ Wilcox 14:24
Yeah, what we find is, you’re generally going to spend as long as you’re about average in the sales process, and, and then your cost per click, you’re probably going to end up somewhere between about one to $4,000 in ad spend per closed deal. So that’s why we like that. Oh, that’s
Frank Felker 14:40
a great figure. Thank you for that.
AJ Wilcox 14:43
Okay, cool. That’s why we love the 15k number, because it’s like, well, if you’re if you’re going to make 15k over time, but you’re only going to pay one to four. In order to acquire the client. That’s plenty of room to pay a sales commission, plenty of room to pay an agency like ours to keep managing it and grow It’s perfect.
Frank Felker 15:03
Yeah. And, and it’s funny because particularly with smaller business owners, I’ve found that people don’t even seem to be able to get their arms around the idea of cost per acquisition, that you have to pay to get new clients in the door. And but once you’ve come to that realization, it really is just arithmetic. How much is the next client worth? or How much could you pay? And it depends, as you say, on all the variables. Now, there’s something here I came across, I just want to make sure I said it correctly. It’s called a linked in lead gen ad form. What is that all about? Is that something I should pay attention to?
AJ Wilcox 15:44
Oh, this is so good. What happened is, originally when LinkedIn was running, and Facebook ran into the same problem, it was like these advertisers would come on and start running ads, and they would send the traffic to their landing page or their website. And then when they didn’t see conversions come out of that, they came back to the platform and said, Hey, LinkedIn, hey, Facebook, your traffic must not be very good, because we’re not getting business from it. And the platforms were like, ah, we can’t control what your landing page experience looks like.
So they came out with what Facebook calls, lead ads, LinkedIn calls link, lead gen form ads. And what it is, is when someone interacts with the ad, a little drawer will slide down within the ad itself and have all the form fields embedded there. So what it allows you to do is basically skip the landing page experience. And this is I mean, because you’re not sending to another website, that’s going to take a few seconds to load, and someone has to look at it and see if they trust it. Navigate any problems you have with your landing page, instead of that. LinkedIn just goes, Hey, fill out the form, we’ll even autofill all these fields for you, and you have a really, really high conversion rate.
Frank Felker 16:59
So is that something you would recommend? And do I pay a higher cost per click for that?
AJ Wilcox 17:05
I definitely recommend it because your conversion rates are going to be 10 to 50%. Higher, which, what that what that also means is your cost per lead is going to be 10 to 50%. Lower. So okay, we will we love, we love to start our clients out on this, like this is the first the first thing we want to try. Because when you’re just dipping your toe in the water, you’re testing to find out is this platform going to work for us, the more conversion data that you have, the better of a clue you’re going to get. So definitely highly recommended.
Frank Felker 17:37
Start. That’s great. So some reminded me of a question I meant to ask earlier, when we were talking about targeting, as we become more tightly targeted, do we pay a higher cost per click?
AJ Wilcox 17:50
Yes, in general, with social media, this is especially prevalent on Facebook, as you get more and more targeted, you’ll see your costs go up. LinkedIn auction attempts to work the same way, but it really doesn’t. So what we found is, the more targeted you get, the more facets that you layer on to that audience, the higher LinkedIn is going to push your minimum. And so instead of bidding 515 per click, you’ll have to bid 630 or something like that. But then after that, as long as you’re above the minimum, it’s probably not going to cost you any appreciably more.
Frank Felker 18:29
Now the last time I ran a LinkedIn ad, and I don’t think I’ve done one this calendar year, but they had a minimum campaign investment or something but a minimum of $100 that I had to throw at my campaign. Is that still correct? Or is that gone up?
AJ Wilcox 18:47
Thank goodness, that’s, that’s gone entirely. The only limits you have when you go on and create your own account. Now. It used to be they would charge you $5 to open an account. Now that’s gone away. It’s free. You can create as many accounts as you want. And then when you actually go to advertise, each campaign has to have a minimum of $10 per day in budget. So at the very least, I mean, you could spend $10, and then shut it off. And you don’t have to spend any more than that.
Frank Felker 19:19
That’s great. That’s good to know. Because, you know, I mean, as you said, You’ve got to gather data to find out what’s working, there’s no point in just throwing $100 or a million dollars or $10 for that matter, if you’re just hoping I don’t know not doing it with a specific objective in mind. Now, there are two levels of services that you offer at your company B two linked. One is account management, and the other is strategic advice and training. Let’s start with account management. What would that mean if you were to manage my LinkedIn advertising account?
AJ Wilcox 19:57
So this is what we do. 95% of the For our clients, it’s where the client says, here’s our budget, take it and maximize it get us the most bang for the buck on LinkedIn. And then we’re in there every day tweaking, testing, making changes to try to maximize it. So yeah, that’s, that’s what I would recommend, as long as you’ve got the resources for it.
Frank Felker 20:17
And can you speak to I mean, just in general terms of whatever you’re comfortable with, what sort of an ad budget a company should have, in order to be a good fit with your agency, and then how you charge for your services?
AJ Wilcox 20:32
Oh, sure. So the, because LinkedIn ads are more expensive, on a per click basis, what it means is to get enough data to actually test and make sure that it’s working, it means you’ve got to spend more during that test. So we don’t recommend if you’re targeting in North America, we don’t recommend budgeting anything less than about $5,000 a month, because that’s the level of data where usually by the end of spending $5,000, you have statistical significance in your conversion rate data. So that’s what we look for. For us, we start at $3,000 a month for account management. So if someone came on with a $5,000 budget, we invoice for three, and so they’d be eight kale.
Frank Felker 21:16
Okay. And, you know, it’s interesting, you talk about data. And as I’m glad to hear that somebody in an agency position like yourself, and that it’s a learning process, especially initially to figure out what’s working. So would you run like multiple ads against each other? Or headlines against each other? And images? How to? How will you? How will you get the data you need? AJ? Oh, such a good question. Testing is really near and dear to my heart, I can see testing gets you juiced up.
AJ Wilcox 21:48
It totally does. And I love data, and I didn’t used to do in high school, I was like, oh, math, I’m performing poorly here. It’s okay, I’m never going to need math again after I graduate. And sure enough, like, I do math every day, and I actually like it now. But when, when we run tests, we are we’re doing what we call a multivariate test. So we’re testing audiences against each other.
We’re also testing the types of targeting against each other because we know like job title targeting costs more than like department and seniority targeting. So we want to figure out which one gives us the better quality, conversion at the lowest cost. We’re also AV testing, ad messaging, or ad offers against each other. And so all of that together gives us really cool data we get to, to present to the client and teach them their audience.
Frank Felker 22:39
That’s great. And so then do you figure after? What is it 3045 6090? How long before you’ve got enough data at it to sink your teeth into and say to your client, okay, this is what’s working, this is what we recommend?
AJ Wilcox 22:54
Yeah, it’s usually within the first $1,000, we get a good idea of which audiences are going to be the most, the most engaged, and what they’re going to cost. It’s within about $5,000 that we know which audiences and which targeting types are, are the most efficient at to the conversion. And then, you know, if you give us three months or six months, every month, we’re going to learn more, and then use our previous data to help hone you know, who we should be doing more of the targeting to and always getting a little bit more efficient.
Frank Felker 23:29
That’s great, great stuff. Now, you don’t have to name names if you don’t want to. But can you give me an example of somebody who helped where they were before they came to you? Which magic wand you waved over their head? And what kind of results they got?
AJ Wilcox 23:46
Yeah, so I’ll share one account, because it doesn’t necessarily make us look very good. But it illustrates a really important point. So there was a – it’s actually the same HR SaaS company I talked about earlier. They came to us, and they were spending like $5,000 a month, their ideal target audiences absolutely there. But costs were too high. They weren’t getting performance. So they came and just said, AJ, we’ve got to have your team take this over, like, do what you can. And so for three months, we took their five eBooks that they had, and systematically tested through them to try to figure out which one was going to convert better and, and I thought for sure, at the end of this three months, the client was just going to fire us because we couldn’t get any of those. Those eBook downloads for under like $127 per one. I don’t know about anyone else, but $127. You know, paying an ad spend to get someone to download an eBook is like, sorry, that’s probably too much.
But rather than firing us the client came and said, Oh, hey, by the way, we just came out with this new offer. It’s called The Definitive Guide to onboarding is for employee onboarding. See what you can do. And so we did exactly the same thing, like we, we didn’t do anything different, we, you know, tested the same kind of ad copy the same kind of imagery, and just pointed it at this new offer. And overnight, our click through rates doubled. And our conversion rates tripled. While and we, you know, we got, we got this, this, this asset down to like $27 per conversion, which is night and day difference.
And the cool thing is that particular offer lasted for a solid, you know, six, eight months of that same kind of performance, it was kind of like a, a, don’t fix it if it’s not broken. So what that goes to show is really the power of your offer. But that’s an example of
Frank Felker 25:45
something we raise just because I’m a content nerd. Do you think it was the design of the cover of the book or that title or what it was about? What do you think was the big difference?
AJ Wilcox 25:57
I think as a combination of the title, because something that says the definitive or the ultimate guide, makes people feel like oh, this, this could be really meaty, I kind of dig my teeth into this. That’s great. The other one is, I mean, that the topic of it was, there’s so many HR leaders out there who were having trouble with onboarding, and they were just hungry for information about it. And you know, someone coming around saying, Hey, here’s the Ultimate Guide to plugging the leaks you have in your organization. I could imagine that contributed to it being a
Frank Felker 26:31
Regular viewers know that that topic is close to my heart. I published and I have a online course called How to Hire and Keep Great People. And one of the biggest topics is onboarding, and how it’s absolutely ignored in some places, and then totally screwed up almost everywhere else. So that I can see why that would be a strong offer. Now, a lot of people might try to do this themselves, the LinkedIn advertising. But you and I’ve talked about this a little bit previously, the interface and the platform, they’re not exactly what we would call intuitive. Has that gotten worse over time? Do you see that improving at any point?
AJ Wilcox 27:06
You know, it used to be really, really simple. But even when it was simple, there weren’t very many buttons, it was still really hard. And I guess the reason for this is because LinkedIn ads cost more per click, what it means is they are higher risk of making a mistake, because if you make a mistake, obviously, it automatically becomes an expensive mistake.
So even back when the platform was simple, it was still hard. And now they’ve really followed Facebook’s lead, and in finding all the new features that are working really well, and so they start tacking it on. And LinkedIn campaign manager has really become kind of a Frankenstein, where if you don’t know what you’re doing, like, it’s really easy to get lost or go. I don’t know what that button is, I guess I’ll press it. And that’s, that’s the risk.
Frank Felker 27:55
But you’re right, because that the risk of making a mistake from a financial standpoint is very hard. And so and you know, I’ve talked about this as well is that there’s almost like this black granite monolith, which is LinkedIn to its customer base, you know, who do you call it? What can you find? There’s, there’s so many questions that I have about so many different things. And it seems as though they really haven’t focused on, for example, they could have a great YouTube channel that explained a lot of things. But they don’t Yes. So and I don’t see that happening. But that’s good for your business, isn’t it, AJ?
AJ Wilcox 28:33
It is. I mean, if they made it really easy, no one would want to hire us. So I guess I should be grateful that they don’t get very intuitive.
Frank Felker 28:40
We’re running out of time here. But I want to learn a little bit about the LinkedIn ads show podcast, what kind of guests you bring on, and what might we learn there?
AJ Wilcox 28:51
Yeah, so it’s mostly a solo show, where I just go deep into strategies and tactics with LinkedIn, perfect. I started out as like, hey, when I have new employees coming on, I want to give them a resource where I’m teaching them like a master class. And I release it publicly. I mean, really, anyone who wants to do what we do, as well as us can just listen to the podcast. And oh, that’s all good. Everything we don’t back. Occasionally, we will do interviews. And usually it’s interviewing an employee at LinkedIn, who’s telling us about their product or giving us insight into what’s coming.
Frank Felker 29:29
I see. So you found a crack through the marble wall, the granite wall to talk to people, that’s great. Well, that I really like that. I really like that you’re giving away that content for free. Because you know, that’s content marketing. That’s what it’s all about. That’s what referred to as the generous educator, and sincere advocate for the success of your tribe, and the trusted authority on the topic. So I’m so glad to hear you’re doing that, and I appreciate you sharing what you know here. What we are Frick, I love it. But I’m sorry, what do you say?
AJ Wilcox 30:03
I said, preach frank, I love it. All three of those concepts are great.
Frank Felker 30:07
I’m glad I asked you to repeat that. I’ll pull that out as an audio snippet. They’re very cool. So we’re wrapping up. And I always like to ask my guests before we sign up. Is there any question that I have not asked you that I should have, or something that’s come to your mind that you want to share? before we sign off?
AJ Wilcox 30:26
Oh, I’d love to share something about like, when I go to launch a new campaign on Facebook, Facebook is a really generous platform. Because if I don’t know what I’m doing, and I just click all the defaults, I’m probably not going to wait, overpay, I’m not going to get punished. But LinkedIn, on the other hand, if you just take what they recommend in the campaign setup process, you’re probably going to end up paying three to four times more than you should be. Wow.
So yeah, the big pitfalls are LinkedIn starts you bidding, essentially CPM, it’s like, they call it automated bidding. And that’s the most expensive way to pay 90% of the time. And they also auto check a box called audience expansion. And what it does is basically says, like, hey, LinkedIn, here’s the target, we want to go after and they go, cool, we’re going to get some other people and shove them in there. If you’re paying LinkedIn premium pricing, I don’t think it ever makes sense for them to choose audience that you didn’t specifically choose. So avoid those pitfalls if you’re doing it yourself or talk to us and we can make sure that you get the very best performance possible.
Frank Felker 31:29
AJ Wilcox, thank you so much for joining me on Radio Free Enterprise today.
AJ Wilcox
Awesome. Thanks so much, Frank.
Frank Felker
Thanks again to AJ and thank you for joining us. Until next time, I’m Frank Felker saying, I’ll see you on the radio.
Dude Walker 31:46
Forgiving your entrepreneurial sins with a gentle wave of his microphone, here’s Frank Felker.
