Abby Jarvis  0:00  
All right, everybody. Let's go ahead and get started. We have such an exciting session for you today. I am thrilled about this. I love an email welcome series, and I cannot wait to learn more about it. Um, just a couple quick things. My name is Abby Jarvis, I'm part of the team at NEON one. And I am going to be manning the chat and keeping an eye on the q&a while Christina is sharing. If you are not familiar with neon one, that is absolutely okay. Everything we're going to talk about here today is applicable to you, regardless of what tools you're using. If you are using the on one and you have questions about how to use the platform to do any of this, like the email welcome series, we have some tools that can help you do that. Let me know I will get you in touch with the right people or send you the right resource. A couple really fast housekeeping things before we really dig into it. Please ask questions. I'll be keeping an eye on the q&a, we'll have time at the end to go over as many of those questions as possible. And then do talk to us. If you have questions, or my favorite parts of webinars is seeing people share ideas with each other in the chat, please use that. I will say that chat can move pretty quickly. So if you have a question that you really want us to answer at the end, do drop it in the q&a area, it's way easier for me to catch it. And it's much more likely that we'll get it in time to ask it at the end. And then the favorite question everyone always has, are you recording this? The answer is yes. Tomorrow in the late morning, probably around 10am. Eastern, you'll get an email from me containing a link to this webinar, some other resources and then Christina's slides. So keep an eye out for that. We will get that to you. First thing. Well, not first thing, maybe second or third thing tomorrow. Other than that, I'm super excited that Christina is here to talk to us today. Welcome email series are such a cool tactic for donors. And I don't see a ton of people using them right now. So without any further ado, I'm going to turn it over to Christina. And I just learned with the rest of you.

Christina Edwards  4:01  
Awesome. Thank you so much. Yeah, let's Let's actually use the chat for that to start. Do you have a welcome series in place? I would love to know that or any sort of automation for your emails. If that's in place. Tell us if not let us know. Okay. I'm Christina Edwards. I'm so excited. You're here because email has been something that is I've just gone all in on and it's something that is the backbone of your business, your organization, your funding, especially online. Okay. Yes, I see some yeses and noes. I'm not currently that QR code will take you to my podcast. I have a podcast where we dig into marketing, business, mindset, email, all of the things. So you can scan that and you can subscribe to my podcast there. If you're new to my work. I'm Christina Edwards based in Atlanta. I'm the host of the purpose and profit club podcast. I have been a lifetime entrepreneur from agency to solopreneur to coach and course creator. I've worked with so many nonprofits over the course of 20 years now that I feel like I just, I just love you so much. And I want to give you exactly what you need to do two things to get visible and to get funded. And to do those two things, I'm going to push you and you're gonna get pushed a little bit today, I'm going to push you towards taking action, taking daring action, not waiting till you're like 100% Feeling cozy and comfortable to get to where you're like, ooh, this feels a little bit different. And I'm going to give it a go. Okay, so that's me, you can hang out with me at splendid consulting over on Instagram as well. So let's go over today's workshop, what what we're gonna go over in three notes, hang on, I'm just moving this bar for myself. Okay, so the first thing that we're gonna go over is really this idea of how do you stay top of mind to your subscribers on your email list without overwhelming them, because that's really one of the biggest objections I hear is like, I don't want to bother people. And I understand that, I totally get it. The next piece we're going to talk about is the first 30 days, this is such an important time period that so many organizations forget about, right? It's like, oh, shoot, somebody made a donation, I sent them a tax receipt. And that was it. Right? So we're going to talk about using automation to help you do a lot of heavy lifting in those first 30 days. And then the third one, which is probably the big question, which is like, well, when do I ask when do I ask for a second get When? When do I ask people to take action and feeling a little bit nervous about that? Maybe worried about the unsubscribes? Yeah. So like you, I used to be 100 revelant revenue rollercoaster. And if you feel like you're on a fundraising rollercoaster, tell me in the chat. Like I hear you. I get it. I've been through it to where I feel like this stuck in perfectionism where one campaign buts other up with a next campaign and there's no time in between? And then the weird catch all between that is your revenues kind of stagnant where you're like, how is it that I'm grinding and working and grinding and working? And literally just treading water? Oh, yeah. Okay. Yeah, I see some Amen. Some totally Yes, yes. So here's what changed, I made a few simple changes. And I really want to underscore that the caveat of like, it's really easy to think that in order for to get off that revenue, hamster wheel or roller coaster, it's going to take something so so different. And that's not really true. A lot of times, it's a couple of few simple changes, some strategy, and some changes in how you're thinking, some processes to get you to that next layer of growth. Okay, so this is what you're going to learn today. And I want you to just take a moment and go, Okay, I'm going to I promise, I'm going to take some action from Christina's training today. So here's what changed for me, here's what's changed for a lot of my clients. Number one, ditching perfectionism. So what that looks like, especially with email is over editing, right over editing, re editing, asking for a lot of feedback, waiting for it to go through a lot of different stakeholders to review a simple email. No, no, no, no waiting for it to be perfect. Being willing to generate courage and daring action, as I talked about before. And then today, now I'm in this place where I get to teach and work with so many of you the last piece that's really, really important that changed for me, and has really helped my clients enjoy what I call is like enjoying the journey, not just the destination, that place you keep working towards is how you talk to yourself, it's really important that when you press send on that email, or people do unsubscribe or something does give you a little bit of a curveball that you talk to yourself kindly through it. That is how we get over that loop of feeling burnt out and overwhelmed all the time. Okay. So today, you are going to leave here with clarity on what to do more of we're going to cover that what to stop doing because there's probably some stop doings in there and ready to take action. So I would suggest taking out a pen and paper if you'd like to take notes like me old school, or get your get your notes app up and take some notes. Okay. Yeah, I see some Yeah, perfectionism happening in the chat. Okay, so a lot of times organizations come to me and their email marketing strategy is a complete afterthought. But here's the deal. Email has the highest return on investment than any marketing channel that's $42 for every dollar spent. So what a lot of times what I see is a lot of organizations coming to me where they're like, Christina, we're spending so much time creating content on social media. It's not really moving the needle, but I know that we're supposed to create all these videos and reels and all the things on social media. And then I asked them a question, like I'm gonna ask you, which is, how many subscribers are on your email list? And you can tell me that in the chat. Inevitably, I hear a number that blows my hair back and I'm like, Oh, my gosh, that's your revenue. It's right there. It's this untapped asset. You're using your email list, as 50k music to my ears three 1000 Oh, I love it. Okay, there are people sitting on those that email list right now that are silent supporters. Maybe they made a gift once or twice, maybe they read your emails, but they are just on top, they're feeling disconnected, we want to reconnect with them. So I love social media, social media is not bad. But I don't want your online marketing and fundraising strategy to be reliant on it. I actually like to use social media, it's top of funnel to get a little marketing speak for you to bring people in to drive people to your email list. So we're going to talk about that today. That's where the real conversions happen. We have lots of people with 1000 and up saying in the chat, that is awesome. I like to say if you have more than 100 subscribers, we can play ball. And that's the truth. All right, so let's dig into the first step. Okay, the first step is the framework for a successful welcome series. Now I know we had some people that have one that don't have one. And maybe you're like me many, many years ago, you're like, what exactly is the welcome series? So we're gonna start there? What does it look like? What should it entail? So if you already have one in place, let's use this, this webinar as a place to make it even better. I like to, you know, take it Good to Great, let's optimize it, let's evaluate some of the stories you're telling. Other piece is, Let's optimize how often you're telling it, we're going to talk about the frequency because my guess is we could probably turn up the volume on the frequency. What I love about a welcome series is, this is how you buy your time back. So when a new donor makes a gift to you, and you're like Christina had a column, I gotta send him a text, I gotta bail a thing. This is rocking and rolling, automated in the background. And we're going to talk about what that looks like. But I want to just give you that, that, that visual of you may still want to do all those stewardship things. And that's awesome. But if you're out of town that week, if you have a busy week, they're not forgotten, because it's something that you automate, you can use the on one to automate it, there's a trigger that will trigger people to join this welcome series. And then they're in it. And then once it's over, they exit the welcome series. Something I was talking to Abby about the other day was that the marketer in me knows when I'm in a welcome series. So whether I purchase a product from you know, I might purchase a new lotion from a local skincare shop that I love. And this has happened, and they put me through a welcome series. And I was so excited. I was like, Oh, I'm going to drip series. Let's see what happens. Boom, I get an email from the founder about their why oh, I had no idea. Now I'm interested. Now this this, this one off face lotion that I needed turned into something where I'm like, Oh, I like it here. Ooh, this is for me. So that's that's what the foundation is. Oops. The other piece that makes it really, really important for every organization to implement, this is a small shop. This is a large established organization, all of you need to have it again, because number one, we're buying our time back, but to it's helping to address donor churn, because it's five times more effective to retain donors than to recruit new ones. Hey, with me, and I liken this to warm leads versus cold leads. So cold leads are people who don't know about what your organization does, they never heard of it. They haven't taken any action. They are not even in the awareness phase, people who have taken an action, they've subscribed to your list, maybe they've made one time gift, right? A warm lead. Now it's so much more effective to nurture them. So this should be a very big wake up call. And if this is a surprising stat to you, tell me a yes in the chat.

Unknown Speaker  13:40  
So let's look at a visual I

Christina Edwards  13:42  
have a welcome series. So I'm a visual person. So hopefully this will make sense to you. So this here on the left, where we see first time donor, this here on the left is the trigger. So somebody makes a gift for the very first time they have not been in your organization, boom, that is the trigger that's, that invites them and starts this welcome series. From then they're sent an email, okay, they are sent the first email, then a certain time period goes by they're sent the second email, certain time period goes by and we will talk about that. The third email, same thing, time period goes by fourth and fifth. Now I'm giving you an example of a five email sequence. I think it's easy to see it's bite size, I think it's a good minimum viable place to start, you do not have to start with a five email series. If you want to start with three emails, or even just one. One is better than zero. Okay with me. So you get to decide and maybe you're like, Oh, we're gonna have a seven email series. That's totally fine too. So you get to decide how many emails are in it, and how much you want to space out those emails. So let's start with one to five emails in that series. What should it do? It should educate, connect and develop trust. Trust is a big one. Because if we can really develop trust, we take somebody who maybe went and made a one off gift because their neighbor posted it on Facebook, or somebody asked them directly and they're like, Yeah, sure, here's 50 bucks, we can really develop some serious trust and connection. That's how we turn them into raving fans and supporters. Other piece with this is subject lines matter. We don't do boring around here, okay, so we don't want to just have subject lines that say thank you. And update all the things that are very, very generic generic, I want to make sure that when you're writing the series that your emails get opened, the first step to getting them opened, is the subject lines. And you can use and I'll reference the neon one report that came through if you haven't downloaded that, make sure you download that because there's some good tips in there on what's working, what you could test out and try for your organization. Okay. Other piece is how you say it matters. What you say in those five emails matter. And the way in which you say it, I really want to, like urge you to sound like you to step into your own thought leadership and in step away from generic voice, okay. So let's look at one other trigger. Want to just show you what's possible once I think the first step is that first time donor sequence. And if you've got that rocking and rolling, what's another one you could do? You could have an automation a sequence for a monthly donor. So if you have a recurring giving program, that would be a beautiful way to have that automated again, rocking and rolling in the background. Okay, maybe this would be three emails instead of five. Maybe it would include something like insider info about what your your monthly donors get some sort of insider video, a peek into something, right? Something designed specifically for them. Hopefully, this is a branded a branded community, we're calling them out as those supporters, right, maybe those founding members, something like that, that would be a great one for you to build off as a five email sequence. Okay. Let's go into frequency. And if this sounds scary, do you actually want to tell me I don't know that sounds a little scary to me, Christina, tell me in the chat. So here's, here's my suggested frequency. So if a new donor makes a gift, right out of the gate, I want you to send them an email so that right out of the gate, they get an email, right, they get a thank you email in their inbox. So that's the start, that's email one. Now, email two, I'm giving you a range between three to 10 days for you to send the second email, okay, email three, I'm gonna give you a range from three to 14 days, and so on three to 14, three to 14. So what you can see here is the absolute most I want you to to extend your emails is two weeks. And I have a lot of folks who email once a quarter, or maybe once a month, who might feel a little tight and a little bit nervous about that. And I'm going to tell you why this is important. This is important because we're adding a little friction. So if somebody did make a one off donation, and they truly made a one off donation, because their neighbor, Nancy, awesome, too. And they're kind of one and done and they choose to unsubscribe, that is okay. So kind of gets people to stay on or off the ride. If they want to stay on the ride. Good. They double down on it. The other piece is it really is important to make sure that people remember you. Okay, so imagine you have a really good date, you go out on a date. You're like, oh, that's a match. This is good. And then the person doesn't email you or reach out or text you or whatever people are texting, right. I guess that's what they're doing. They don't do that for another month. You'd be like I moved on. I moved on. What's your name? Again, I'm over it. We want to stay top of mind. And that's not annoying. Because we're not saying Knock knock, make a gift, not not make a gift. We're telling a story. We're providing information that educates and equips right, we're providing social proof. The last thing I want to tell you is not all emails get read. If you send five emails every 10 days, they're probably not going to read all five emails. And that's why it's important. Because if you send one email and you call it done, what if they didn't read that one email? Right and then before you know it, they forgot about you the amount of organizations that I've made a one time gift to and I legit forgot about. I'm like, Who was that? Wait, and then they pop into my inbox. You know, when they pop into my inbox, year ends? They're like, hey, you know, like, Oh, ha, yeah, what do you do again? Right, we're having to start that entire nurture process all over again, because they waited so long to stay top of mind for me, you with me? So some of the biggest mistakes that I see is ghosting new subscribers or donors right. And we can put a new subscriber or maybe somebody who signed up for more information about a thing to who signed up for an event. How's it made a gift they also go through a welcome series. So assuming that you're bothering your subscribers, very easily, especially with email marketing, where you actually have the metrics of like, who read it and who clicked and who unsubscribe to feel like you're pestering them like you're bothering them. But that is just a guess a projection, right? And that's like the worst case scenario, I like to write all of my emails, and I want you to write this down, write my emails to my best customers, write my emails to my best donors, write it for them, write it for the person, you know, those direct mail pieces. Like if you do a direct mail newsletter, or an annual report, and you know, the donors that read the whole thing, because they tell you about it. Because they're like, Oh, my God, that story, I loved that story. And way to write your emails for them, think about them, right? They actually are reading it, they are clicking it, they do want to hear about what you're up to. Sounding generic. This is a big one. This is why I built my Eazy E mails course, is because a lot of times I hear people saying yeah, yeah, we're doing it, we're just not seeing a lot of you know, revenue coming in, we're not really moving the needle, but we do email often, Christina, we got it. And then I look at your emails, and I like, oh, there's not really a voice here that is unique. You're not stepping into your thought leadership, I want to make sure your mission, your organization, your vision stands out as yours and not five other organizations that serve a similar sector. Okay, so lacking personality is really important. So you can captivate and compel your audience to take action. All right, let's talk about the unsubscribes for a second. So when I used to have one, one of my email marketing software's, it was, like, when I logged in that main dashboard was like this, many people have unsubscribed. And then I actually switched software's, and one of the like, just positive benefits of the switch that I didn't know was they kind of you have to go digging for the unsubscribes. And that is very helpful. It's very hard to be constantly seeing the one two punch of the unsubscribe because it making can make you feel all sorts of ways. But the truth is, the reality of it is unsubscribes is natural list cleaning, many people don't clean their list. If you don't clean your email list once a year, tell me in the chat, say I don't clean my name. Plus, many people don't do a list cleaning and they have a 10,000 subscribers and they don't know who's opening and who's not. So if you ramp up, things like a welcome series, any automations ramping up your frequency, you're gonna see some natural list cleaning, and that's okay, we want people who want to be on your email list. Other thing that happens is when you don't get unsubscribes, when you're not having natural list cleaning, your metrics are a little messy, right? Because you've got this big pool, but your metrics for your open rates, your click through rates, and then ultimately your projections are are messy. I want to see your open rates of well over 40%. Okay, and it's okay, if people unsubscribe, I want to go out I'm gonna give you a lot of dating examples, which is hilarious because I've been partnered up for a really long time, but I'm gonna give you a lot of dating examples. I want to go out on a date with somebody where the feeling is mutual. I don't want to just keep going out on a date with the same person where they're like, I mean, I guess, right, I want somebody to unsubscribe if they're not interested you with me?

Okay, let's see. We've done multiple this cleanings but don't have an annual moment where we do this, okay, perfect. And it's really not something that I need a lot of people to do. I'd rather you focus on ramping up frequency ramping up connection, and the list cleaning happens naturally. Alright, let's dig into the first 30 days. The first 30 days is the honeymoon period. Okay, this is the period where the person has literally opened up their wallets. Right, they've taken action, now is the time where you can create long term connection with them. And I've had lots of organizations do this with me where it was just and I know everybody else has had this experience where somebody had put you through a drip series, somebody had an opportunity in those first three days, 30 days where they really cultivated and connected with you and you're like Oh, I'm in right? And brands do this. Right? That organic skincare store that is a cross town for me that is not convenient to where I live. But I stepped into and had such a beautiful experience. I went in for a lotion. They put me through a welcome series. They they just did such a good job nurturing me talking to me about their vision and their why that I only shop there for my makeup now like I love it. Love it, right 31st 30 days were key for that. So I want to know in the chat, do you know your first time donor retention rates, you have an idea of that? So if somebody gives a gift, what is your average retention rate? And if you know it, tell me in the chat, if you kind of have a guest, you're like, Oh, I'm gonna just you know, I'm gonna take a wild guess. And there's no embarrassment on this. Listen, there's no embarrassment on this because when I taught my email course I actually taught it live. And we did a lot of this live where I'm like, Alright, your homework is to go look at this metric that no one's looked at in a while. It's totally fine. Okay, I see lots of no ideas. Yeah. Okay, eight to 10%. No idea. Okay. Totally fine. Does that okay? I'm gonna answer this real quick. So Susan's asking does retention rate mean they keep opening emails, it means that they give a second gift. So it means they're not one and done. Okay? Meghan, you're gonna get a gold star, she says 56%. So the average, this is the average, I looked at a couple sources, this tends to be about the average first time donor retention rate is 20%. And as my daughter would say, we're giving that a Womp womp. That's no good 20%. Because remember, let's go back to the idea of warm versus cold leads, or warm versus cold prospects, these are your warmest prospects, the people that ran and open their wallet, and were like, Oh, I believe in what you do, I do want to support you. And for us to see 80% of them go back out the door. And now this is why you feel like you're on the hamster wheel, right? Because you're literally trying to, it's like trying to fill a leaky bucket. Right, because 80% are going out of that leaky bucket. Okay, so what we want to do is we want to use automation to help plug the leaky bucket you with me. And one of the reasons why this happens is it's not any fault of our own. But I want to just kind of lean on some science, for all of us to understand, it's not really personal. So if you've ever yourself been a one and done donor, if you've ever been bad at a one and done donor, if you've ever tried to understand why there is such a high donor turn, there is this, there's science behind this. Okay, so let's dig into the forgetting curve. the forgetting curve, the Ebbinghaus curve, is an influential memory model. So what it means is that learned information slips over time, unless you take action to keep it there. As I'm reading this out loud, I'm remember remembering like, calculus, like pretty much all the math that I learned in high school gone, it is gone, right? I retained Spanish, because my family speaks Spanish, I'm gonna pick it up, right? You have to create, you have to keep cultivating that, right. So if you've heard of this, or if you feel guilty about the forgetting curve, I want you to tell me about that in the chat. So let's kind of deepen let's dig into this a bit more memories weaken over time. Okay, so we need learning to, to reinforce that, that organization to be front and center. So if you've had this happen, like I have, maybe you've left a webinar or a meeting or even listened to an audiobook, and you're like, that was so good. Yes, I got it. Yes. This happens to me with audiobooks, especially like yes, yes, yes, yes. You asked me 30 days later, or 60 days later, and I have a very hard time. It's actually why I often do go back and listen to an audiobook again. It's why some people will read read a book again, right? Think about your favorite movie. How many times have you seen your favorite movie, it was more than once. It's why you can repeat those those lines again. So we're gonna lean on the science to remember that's when you have to dial up a couple of things, we have to dial up their frequency, we do not want to send email one of the welcome series and 60 days later email to write we want to keep it a short clip, just like that skincare store did because I was like, oh, yeah, then Oh, yeah. Don't forget, I didn't read all the emails. But I remembered them. They're across town. They're not convenient. Same thing. So your job is just to state help keep people keep your organization top of mind, okay? Remember, it's five times more cost effective to retain donors and recruit new ones. So we want to lean on that. So when people come to me, and they say, I need no new, I need more donors, which may be the number one need they have, right? Which is a flavor of, I need more revenue, right? I'm like, Wait, let's look and see who's here. Who was already here. That is completely unengaged. Who's already here that's grown silent, who's already here. That's a lurker that maybe is just waiting, and for a lot, another nudge, so we can activate those people. And then now we can create something that is captivating the new people who do come in, because inevitably, you're gonna have new donors come in, you're gonna have new donors come in this year, this month, and we want to make sure that those new donors feel like the red carpet was rolled out for them. Right. So that's the piece. How do we feel about that?

I'm gonna give you an acronym that I created because we've talked about the frequency. We talked about, what is it? Now I'm going to give you an acronym to think about what to put in those emails. Because what you put in those emails is really, really important. I want you to think about those emails, those five emails as an overall body of work. They should be harmonious together. Think about what does a new subscriber a new donor need to know about my organization. Okay, tell them that. So the first II of EPO educate? What's the problem the organization solves? What should they know about you? What is your why let's dig into that. A lot of times we have people who make a gift, and they make a gift a little bit arbitrarily, or they make a gift because somebody asked them or they make a gift to solve. It's almost like to solve one specific problem right then. So if you had, let's say, an animal rescue and you you had a fundraiser that was like, listen, we need to get this feral colony of cats spayed this weekend, boom, that's a specific thing. That's very, very micro. Hey, let's use the welcome series to go a little more macro. Okay. Tell me more. Tell me more about like, Are there more feral colonies in my community? Are there not other shelters in my community that can address this? Like, what is the actual problem do not assume they know, to equip? What's the solution? So how are you addressing a problem? Okay, highlight the expertise in what we in what you do, and really like step into your expertise, this is what we're good at. This is what we do well, step three, P proof is my favorite step social proof what we're doing works. You can share social proof through testimonials, through personal stories, accounts, profiles on somebody who's gone through one of your programs, right and receive services. Step four, maybe the scariest set offer offer often unapologetically. Okay, so here's what I mean by offer offer is, can you make another gift? Will you become a part of our monthly giving program that is an offer, what I see happen is we do this email, and then we bury the offer and like, tiny font, or it's very unclear, it's like, um, click here to learn more about how you can support other feral cats in our it's like, no, make a gift. Right? Can you make a gift of $50 today? Right? That is clear, we want to be very clear, we want to be unapologetic, right? Want to show up and say, This is what we're for? Can you walk with me in this? Okay? So let's dig into what this looks like. Okay, so Rhea says, do we use these in each email are these topics for different emails? Okay, number one, I'm thinking of these as topics were different emails, number two, you get to decide, okay, so you do actually get to decide on how you want this body of work to go together. So let's dig into it a little more. So email, one should be a thank you email, send this email. This is a great one from the CEO or Edie or somebody like that somebody specific make it personal. Don't make it the ominous or an organization, Christina from splendid consulting, thank you. Like, I want to know who's writing the email, it's me, right? Put it in their email to you can actually switch out who the senators from now they can be from the organization, but I love to mix it up. I want to hear about what Nancy is working on in her role, or I want to hear a different point of view. Okay, so the second piece, so we've got things we've got the Thank you, we've got the Educate piece, that may be where you do some myth busting. Hey, some people commonly think this about the sector we serve. That's not true. Here's the truth. The 30 Male equip what is the solution, maybe you want to do a call out a spotlight spotlight a person, the more specific you can get in these these stories, the better the stories are going to be. Email for could be proof. Those proof could be through quotes, stats, a video, anything like that, prove what we're doing works. Email five and offer what is the next step you want me to take the next step invite me to take that step with you. Now I did add Call to Action call to action and give you two so call to action. Is that offer right? Will you do this? So email three, you can have a call to action that says would you like to join our monthly giving program? Here's where that is. You could have a call to action that says Join our Facebook community group. For for all Star supporters like you. You could have a call to action that could be to volunteer, it doesn't always have to be donate. So I just wanted to like put a pin in that like, you don't have to make emails one through four. Just be story story story story, you can ask you can say hey, if you want to get involved, take a survey. We'd love to know more about you. We'd love to know more about what you're interested in. You can give them prompts. Okay. I added a couple of prompts down here just to get your like wheels turning. So what should people know about your organization? Number two, build trust and authority. Testimonial social proof share a personal story. I love stories that get me in the room. Was it raining that day? Were you late? What were you thinking about? Did you just hop off a zoom call tell me the thing. When you're in the offer stage, why should I give again? Like really tell me why should I give again? Write that down. What's your Vision paint the vision for what's possible for this organization, if it grows really think about that. Now, as these five emails, I want you to think about this. If you go to a movie here, you go to see a movie, that movie has an arc, right? That movie has a beginning, middle and end and a cohesive story in it. And then within it, there's like a little story sometimes off to the side, like maybe there's a love interest and they develop that. That could basically be like email three, but the entire movie is all about the same thing, right? Versus the previews when you go to a movie theater. So you're going to see in conto, and then you sit down and you see 30 minutes of previews and it's like, Top Gun. It's like a horror movie. It's all over the place. You're like, Whoa, I thought I was seeing a kid's movie. This has happened to me. Oops, what did I press? I got excited and press something. There goes, okay. Yeah, so we want to make sure that all five emails are the are harmonious story. Good. I'm glad that's helpful. Bobby. Yeah. Like, we want to make sure that goes together. I like to write my emails. In a way if I'm writing five emails in a campaign, I think of it this way, like what is the art of what I'm trying to tell? Okay, some do's and don'ts. I talked to you about social proof already credibility markers here, if your organization has designations, or any sort of credibility markers, you can include those don't, or do assume that they're starting at zero. Don't assume that they already know about about your sector, like we're so far in it, we always assume that everybody knows and it's just the way our brains are wired totally fine. We assume everybody knows about the sector, we sort of know start from the beginning. Like if you were going to go tell your high school best friend who you haven't seen in years about what you do, about your mission about your organization, you probably have to start with like some foundational sounds. Okay, start with some foundational stuff. Share when celebrations testimonials, right? Use the word you often and we know that works. Personalize, do not use. Hey there. Hi there. Hey, you, most likely, your email software already has like a first name. designation, is it? Totally use it? Don't call me Hi there. Right. So this is the time hack. And this is a big one. So I would write this down. If you're like, Christina, I don't want to write five emails. This sounds terrible. I want you to do this. I want you to go look at the last 12 months of emails that you've already written look at like what performs really well. What had great click through rates. What were some of those juicy stories you told that have the ability to be evergreen, so they weren't related to something like urgent and timely, you know, you can use those for your welcome series. Pam, such a great way to start the framework for a welcome series. You've already written these, okay? Remember to talk with, not at Okay, so we want to talk with our subscribers. We want to talk with our donors via email. Like they're humans versus like a teacher talking to a student or a lecture, right? So when you want it when you tell your stories remember that okay, I'm gonna answer this one do you use first names are you use mister miss, etc, you get to decide if you're if you're formal and your voice is formal, a little more casual and approachable. I don't I don't use Mr. or Miss. I can see that working for direct. But for this, I just dive in. I go straight in. Plus, I'm trying to stand out trying to stand out in people's inboxes. So if all or most nonprofits do this, I'm willing to try something a little different to like, oh, how does that show up? How does that personalized name show up? If I put it here, put it there and said okay.

Audit your last five subject lines. And as remember I said we want to make sure these emails get opened. So as you're producing these emails, we want to make sure that they get open the first hurdle is those subject lines. This is from Neil one's report. And this made me laugh so I had to show it. So look at the top kind of few they're clear. They're compelling. They're specific. I love it Tuesday and donate made it on this list because Tuesday is very specific. Right? Donate very specific and also like that's that's saying that they're not sugarcoating it right? They're not speaking and euphemisms donate. And then the ones that made me laugh were a reminder member and meeting. Those had a very negative impact on open rates. Why? Because it sounds like I'm in trouble. Sounds like I have to go to the dentist. I'm gonna go to the dentist. Remember that? So before you hit send on your emails go ooh. Would this be something that would I would want to receive? Is this something I would want to receive? Alright, last step, when to ask. Now, ask offer invite however you want to say it donate right now. They're all interchangeable. Okay, so that's the piece. A call to action isn't asked. I call it anything that you want people to take action for. Yes. CTA call to action. If you want me to click a link or Shonda, that's a seat at TA, even if that link is to follow you on Facebook, that's a call to action. Okay. So step three is like when do we put call to actions? What does that look like? Here's the thing, email, not social media is where conversions happen. Remember, I said in the beginning, we want to use your social media to help drive traffic to your asset, your email list is an asset is something you own, we don't have to like skirt the algorithm and figure out what to do with algorithm. Those are people that signed up who have already donated or subscribed, right, but we have to nurture them. Okay. The first step is freeing yourself from assumptions, right? So freeing yourself that they only want to be communicated with once a quarter. How do you know that? How do you know that? They only want to be communicated with emailed with once a month? How do you know that? The gap has definitely decided that I like to be communicated with more than once a month, right? Zappos bombas bombas loves to talk to me about socks a couple times a week, they could talk about socks, it's fine. I'm talking about socks, right? So free yourself from any assumptions. Don't be scared to offer more than once. Okay, so remember that stat earlier on, right? If you get a second gift in that honeymoon period, right? It really deepens the connection. So it's really important that you ask and you ask more than once, because what happens if you ask? And then they just didn't read their email. Right. So we want to make sure that you're asking more than once, unapologetically. So the offer right, the appeal the call to action, couple of couple of best practices. Number one, don't bury it, don't put it at the bottom, you got this great juicy story is great testimonial. And then you have like this tiny little button or this tiny little link to make a gift. Okay, don't bury it. This is a stat from me on one that made me very happy. It says six links to a form lead to 10% more clicks on that form. Translation is when an email had multiple links to say that linked out to that donation form versus like an email with just one link. They saw a lot more conversions a lot more clicks. Okay. That's the first thing clear over cheeky, we want to be very clear. If you want people to make a gift sign up, make a donation, you need to say it versus like softly imply it include multiple calls to action I just sent said that piece. Okay. Say it more than once I have many of my clients who will hyperlink it. And then later in the email, we'll add a button for it. That's great. Right? You can use it in different ways. Okay. Say it with me, it's never too late. Because in the beginning, I asked you if you had this already set up. Many of you said no. So what I don't want you to do is watch this and feel like I should have done this already. And now all those people didn't get this. And it's like too late, right? It's too late to nurture them like there's it's like lost, right? We're not doing that. The key takeaways, you can think someone ideally, day up, but if you haven't, do you know you can thank them today. So if somebody made a gift in February, you could you could send out an email if they never received one, or they didn't go through a nice nurture series, you actually say hey, hey, welcome. Here's what we're about. You can say it's taken us a while but we've dusted off our email list and here we are, that would bring me in I would be immediately connected to just the honesty over perfection of that. Okay. So we're Shonda said so call to action is not win win yet. We ask for money. A call to action is a call to action is asking. It's asking for money. It's asking for a donation. It's asking for somebody to join your monthly giving program. It is any action you want them to take. It's asking them to sign up to volunteer, anything like that. Okay. So I want to hear in the chat and I want to take a minute to really want you to participate. type this in. Tell me what is the number one action you want to commit to taking from what you've learned today?

Number one action, because I'm all about not just consuming content, right? Remember the forgetting curve, we're gonna take action. Okay, start a welcome series learn automation. Here's the best news about automation. I hope I made it seem simple. I am not like that. That's not my zone. Like it's not. If I can do it, you can do it. It's my point. If I can do it, you can do it. They do make this very, very simple. Now the key is before you load it in your email software, write it out first, make sure you've got it on a Word doc or Google Doc or something like that. And then just load the stories. Pay Martin In Jinja, subject lines, yes. Finish welcome series and move on to lapstone or series. Yes, a lapsed donors series is a beautiful thing to automate. And by the way, when you write that you write it one time, and then you just run it, you know, you pull a group in that qualify for that, you run them through it, and then the next year you pull a new group in, right? Stop being a perfectionist a great one. Yes, yes, yes. Oh, these are so good. Okay. So with this report with everything I've showed you, because I shared some stats today, I want to just like urge you let both benchmark stats industry norms guide you forward, not overwhelm you and feel critical, like no shoulds. Like, I should have done this, we should be at this. Because that's the average. That's no, let's use it as a way to motivate you. One of the things that I do with myself in my business, if I see something that is an industry stat, like I've shared you, with you, and I'm like, Oh, I'm kind of under that. I'm just let myself go, oh, that's possible. That means it's possible for me, because if the average or industry standard is x, and I'm not there yet, that just shows me it's possible, right? It just shows me it's possible. So let it guide you forward. I also want to urge you to break the rules, break the email rules. This is so fun. I had a client that broke. So fun, we broke an email rule together. And forgiving Tuesday, they stretched out their campaign made it a little longer. And they sent out their Giving Tuesday recap campaign email campaign, like two or three weeks later, later, either. Some might even argue late, too late. Right? They said, here's what we reached. Here's why it was awesome. Here's what we've been up to. We didn't actually hit our goal. And they raised like, almost double, just from that email that broke the rules, right? And it was like, Oh, who says that only emails for GivingTuesday have to be sent on this day who says I can only fundraise through email marketing? In the last two months of the year? Oh, be willing to break some rules, okay. And I want you to remember, I want you to think about how am I making it impossible to stand out because there are a lot of organizations, I get it. There are a lot of organizations, and there are a lot of emails coming into inboxes, right, we have a lot of emails and we get mad. We're in the promotions folder, not the primary folder. So we want to make it easier to stand out. And we've talked about a couple of ways you can do that. One of the first ways is this idea of turning heads in your email inbox, okay, the richness of the stories you tell telling the truth, being honest, stepping into your thought leadership, your emails should sound like you wrote it and not somebody across the country who works at a different organization wrote in doing that, having some fun playing with your subject lines. Yes, you can commit to taking action, which you guys just typed in the chat. So yay, you've written down what you want to do. And if you need help, I've got you. Okay, I've got you. So I've got an email marketing course that I put together that teaches you all of this, we go in the deep, deep, I share my screen, I live edit in real time, I teach you my storytelling method. It's called Eazy E mails for impact, because what I see over and over again, is it's not really about needing more donors. It's like, oh, how can I cultivate the people already over here? Okay, so comes with templates that comes with my launch plan and calendar so you can have more email marketing, fundraisers, email fundraisers and campaigns throughout the year. If you're interested in joining, I have a special code for y'all. It's impact 200 And I can't use the chat but maybe Abby can if you go to splendid courses.com forward slash invite, it will take you there you can learn about it. And you're welcome to message me on LinkedIn or message me on on at splendid consulting on Instagram. If you're like, is this right for us? I taught this live and we had a lot of people go, you know, go through it live. We had small shops, we had EDS. We had comms. We had fundraisers. We had fundraisers go through it. And it actually made everybody better storytellers. Right. And it's cool. Because how you do one thing is how you do everything. So didn't make those direct mail pieces a lot easier to write those live event letters a lot easier, right? Yes, yes. So that's what I've got for you today. I'm going to let's see here. I will go through questions. All right. Let's see. There are no stupid questions. No, Tammy, if you have membership dues, is this still okay to ask for continuous donations or our organization does a donation? Oh, I think you totally can. I think you can become a member and make a gift. So that's me. But yeah. All right. Let's see the q&a.

Abby Jarvis  49:44  
We have some really good ones in there. Yeah. Really good ones.

Christina Edwards  49:48  
All right. Do you want to pick them or

Abby Jarvis  49:51  
just because I'm going to be selfish and pick the ones that we've gotten some repeats of working to some that we didn't have. So Someone asked a really wonderful question if people are just getting started, which a lot of people are having write emails to your best customer or your best donor when you're just getting started with an individual giving program,

Christina Edwards  50:11  
okay? Because somebody has made a gift like somebody has you have that person I sometimes I think of her as when you post on Facebook or Instagram, you know, she's gonna like and comment, like, you know, she's like your number one advocate supporter share, write to her or him write to that person and think about like the people who are heck yes, write to them. And it's really easy for us to write to the people who are maybe a maybe or a no, so we just want to you just want to keep guiding your brain to think on purpose. Nope, I'm going to write to my hiccups person. Perfect.

Abby Jarvis  50:51  
I think that's really advantageous. And if you haven't gotten even one, like, pick your favorite board member, or something. I love that. Okay, so this one made me laugh out loud because I see it constantly. John F. You have a large number of email subscribers who don't have a first or last name. What do you recommend parentheses Hi, there makes me cringe.

Christina Edwards  51:16  
Don't do high, they're actually a couple of different things. So number one, boy, is this a good reason to like survey your audience. It's like, Hey, tell me about you. Starting with what's your first name? Like that? You could literally say I wanted to get to know you five questions. And it's the first question is, what's your first thing? That would be the first thing don't use Hi there? I would rather use nothing. Just don't use anything. I don't even love Hi, friend. I Oh, yeah, I really just would rather you just go into the email and just forget about personalizing it. If that's the point, you're in the other pieces you put segmented out. So let's say I'm gonna use round numbers, let's say a 10,000 subscribers and 5000. You're like I've no first or last names, I would put them on a list, and then put the ones you do so at least I can personalize the 5000 that I've got. And I just duplicate those two campaigns. And yes, is that like slightly extra work? Yeah, but I think it's worth worth work do work worth doing

Abby Jarvis  52:13  
that. I like that a lot. And this made me laugh because I know Hi, there is the default it for so many email like service providers. And I have absolutely sent so many emails, like Hi there as a fallback if I did have somebody so hey,

Christina Edwards  52:28  
yeah, hey, friends. I mean, we've all done it. And I think the more that I started to see it be on the receiving end of it. I was like, I think we don't even need this the other pieces. We are so distracted in our inboxes that Hi there Hi, friend. It's just extra words. So part of being a great email, marketer and storyteller is cutting the extra words we don't need. And that's not a high value word to say. Hi, there. Hi.

Abby Jarvis  52:51  
Definitely. Okay, I love this one from where did it go? I lost it. Okay. Well, this one from Megan. And we've seen some variations on this question. Okay. Do you have a welcome series be different for first time subscribers versus first time donors?

Christina Edwards  53:06  
Yeah, I would, I would, they could be similar. Like, you may pull some stuff from one and let it be the skeleton for the other. But think about this, if they haven't made a gift yet. And they've just opted into your world. That's a different, like, they need another nudge that they haven't, they haven't taken an action yet. So you need to talk to them really talking and building that trust for them to take the action. Right. And that may even be a case for another call to action more often, right? versus somebody who has like the rule was that they made a gift, we're going to talk to them in a little bit more of like a we're so glad you're awesome.

Abby Jarvis  53:45  
Okay, and then kind of following up on that. How do you it? Where is where does it become a problem when things overlap? So Sonia asked, How do you differentiate when you have like bi weekly newsletters and email series? Like, it doesn't matter? If there's a lot of overlap? Do we have to worry about over emailing? Yeah,

Christina Edwards  54:03  
yeah, great question. Okay. And if you don't understand this question, that's fine. It may be too in the weeds, but I get it. So I want to answer it, which is there's a couple of caveats. If your email frequency is pretty infrequent, then I wouldn't worry about this. Let's say you email once a month or once a quarter, you could have your welcome series go simultaneously to your monthly stuff. But let's say you email once a week, right? I would actually have it the automation so that the person makes a gift goes through the welcome series exit automation than joins your regular newsletter list. And for the most part, that's even how I have it set up in my CRM is like you come into my world, I tell you a little a couple of things. Once you exit that automation, you're in the regular drip. I have had times where where it has made sense to not have that role so you get to decide what makes sense for you. Okay,

Abby Jarvis  54:57  
that's really helpful and it Something that's a perpetual marketing question. So if any of you have had those questions for profit people wrestle with that you wrestle with it, it's always a hard thing to navigate. Okay, so this one is kind of fascinating. Claire D'souza asked, what are some advantages and disadvantages of an email welcome series versus a physical or direct mail welcome series, when would you choose one or the other?

Christina Edwards  55:22  
I mean, advantages are, it's certainly going to be more cost effective to do the digital, right. So you're going to reach a lot of people very quickly, you're also going to see whether or not they're into it or not in a way that direct mail just has so much lag time. But I also think these are just two different tactics, right? These are two different so somebody who goes through your welcome series, your online welcome series could very much be part of your direct mail plan. And that's great. I think they were like, I think they work in conjunction together. I am on both for many, many organizations. Because I think of your welcome series. It's like the warm up, we're dating, maybe we're in a committed relationship. And your direct mail series is like think, I think, I think you're the one this is a little more long term. So you could think of it that way too. And then vice versa. If there are some folks, you want to sunset on your direct mail and bring them over to debt, just digital for certain reasons. You certainly could. Cool. That made me

Abby Jarvis  56:16  
I love that question. It's something that I was talking to some people about yesterday, what like physical mail versus email, and I think you struck a perfect balance there. So Timothy asked a question in the q&a, and it is I'm going to work it into a broader question. So Timothy asked, How do you come up with something for donors new and labs versus event participants? And I'd like to take it a step further, we know that email segmentation is certainly a valuable thing. What kind of segments would you consider putting together like unique email series for?

Christina Edwards  56:49  
Yeah, I think that's a good one. And it's funny, you said event participants because that was a slide and I just didn't want to overwhelm people on an idea of other segments. But that is one like, let's say, the way I'm thinking of this is let's say you have like an annual in person, Gala, or fundraiser, auction or whatever. Think about the people who come to those, like I think about the ones where it's like I recruited so many people to go, they bought a ticket to the thing they don't know yet about how fabulous this organization is, that would be a great automation to like maybe that you've got their email address, they bought a ticket, they're coming to a table, they're signed up, or maybe after the fact, that's when they made a purchase, right, they donated, having them go through some sort of automation would be great, then that was specific to that event, because then you can talk about it like, and I would make it a little more evergreen. So it's something that you can have, again, rocking and rolling in the background, but you're talking about the the purpose of the event and why it's awesome and a little bit more, but you're really still introducing your organization to the person. So that would be a great one. Who else you were saying what other segments? So I mean, we talked about like live events, right? So people who have just lapsed, right? Those people who have fallen off those are great people. I mean, that's such a great one where you're like, hey, you remember me, right? And a lot of times, it's like they forgot it's ended up in spam. So for those people who have not been emailing, or have not been engaging with your emails in a while, we want a quick clip, right? We want to, we actually want to turn up the volume and we want to tell them, hey, I'm gonna email you a couple times over the next couple of weeks because I noticed my my system is telling me you're not opening any emails. I missed you. I missed you. Here's what we've been up to. Next email. Here's a little short video, hit reply. If you've got this, what do you I'd love to know, here's a little survey. That's a quick clip because we actually want them to step on raise their hand I'm interested or not, you know, I'm not interested. Yeah.

Abby Jarvis  58:44  
We've gotten a few different questions around segmentation now and people have concerns of course, about if you're sending an email, welcome series to a new donor, but they've also done an event and there could be some overlap. But one person I think really got to the heart of the matter. Chris said, you know, my CRM can integrate with our email provider. What are some tips on automating when you're stuck doing these imports and exports, they're stuck on the mechanics and it's tough.

Christina Edwards  59:09  
I just want to just that. I feel you That's hard. That's really annoying, when they don't call it like play nice when they don't play nice. You know, Zapier is usually your friend in that case. Yeah. Zapier. Yeah. Megan says, you're gonna create a bunch of zaps, and that's probably your friend. And it's always worth doing whatever the cost of the ZAP is. I promise it's better. If your time is worth more you get out there. Your fundraising time is worth more than that zap. And it's automated once you once you create it. So that's one thing. The other thing that wait I lost my train of thought that I wanted to say was like, Oh, just this idea of like, let's just say for just just to kind of devil's advocate that somebody is going through a welcome series and also going through like an event sequence. I'm okay with that. Like, I think nine out of 10 people are like, okay, like, remember, they're not reading every email like, or maybe they get your newsletter and you sent them a welcome series and like, I'd rather be that person who's like, listen, I care, I care about what we do. And I'm like, I want you to know, this is what we do. Versus the person who's again, I want to write to my best customer.

Abby Jarvis  1:00:24  
Yeah, totally. And I think, especially if you're doing a good job in sending the kinds of emails that you talked about, like, you're not just getting needless fluff in your inbox, you're getting really great stuff and looking for that. I love that answer. That's a really good one. This one love this one. So Roberta asks, is there a best practice regarding who from your organization should be the sender? Does it have to be artistic director or Executive Director? Who is there? What do you what do you think?

Christina Edwards  1:00:56  
So one of my favorite participants from our live cohort of emails was I think she was either in comms or development. And she took the course. So her Ed wasn't involved at all in it. And I love that, like, I really think it's important to give ownership to people who are not just at the CEO level. And also, that's a great way to connect with people. Like, that's a great way for millennials Gen Zers. To connect with each other, that's probably they're gonna use a slightly different voice because it's gonna be like their sign off. I want to see their face I want to see their little signature their sign up. That's interesting to me, that's compelling to me. So I love like, yes, the ED can have be one of the touches in the series. And then somebody else can be like, You hop on somebody, like maybe somebody from programs wants to write one or something like that. Like I love the idea of letting introducing people in your organization, no matter the hierarchy, and letting them you know, be a voice in it with the caveat of like, we want to make sure that there's like an overall brand standards, you may just want to make sure that that part is elevated meaning the formatting is similar, right? It doesn't look like just this random. Okay,

Unknown Speaker  1:02:08  
I perfect.

Abby Jarvis  1:02:10  
I my pet peeve now that I'm starting to notice it more and more is when I get like, emails from do not reply at whatever that word name is. I love it that is can sit like it's it continues to become less and less don't do the

Christina Edwards  1:02:25  
thing where like, they all come from your info account, like don't do that, like we can we can play around with it. We can do better. Like Yeah.

Abby Jarvis  1:02:33  
This is an interesting one, because it sounds like there's several arts organizations here and Blake's cool, they run a performing arts center. This is pretty specific to them. Do ticket purchasers count as people they should enter in a welcome series as they have shown interest in the organization. But it has been transactional. Yes.

Christina Edwards  1:02:50  
Yes. Should they come back? Like and see another thing? Get another ticket? Take another action? Yes, yes, yes, yes, yes. Talk to them, though, knowing that that was their experience. So we don't want to talk to them in the voice. Or we don't want to tell them about your organization through what they need to know as a donor? Because that wasn't their experience, like talk to them through their own experience, but they should know.

Abby Jarvis  1:03:13  
Absolutely. And I think your name is pronounced Abby, which is exciting, because I too, am Abby. So how do we feel about surveys as an engagement device? Is that something that should be part of the engagement emails that we're sending out? Or do you want to save that for something a little different?

Christina Edwards  1:03:32  
I love a survey. I don't think it has to be part of a welcome series. I think it depends on remember I was saying about like your movie. It's like the movie your crank trying to create so it's a maybe, but I love a survey because one of the things that we're trying to do with email marketing period is we're trying to get engagement. So engagement click throughs clicks, donations, replies, so surveys are a great way to prompt people to tell you their why to tell you more about them in a way that's like super fun. Just do not make it a long survey. Five questions. That's your cap.

Abby Jarvis  1:04:02  
Perfect. I cannot believe it's already past three. I'm going to sneak in one more question. Okay, yeah, um, Sandra asked a question that I love. We receive a donation we send a thank you email and a welcome series. Would you also send a regular mail? Thank you. No.

Unknown Speaker  1:04:20  
Okay. Yes,

Christina Edwards  1:04:23  
yes. I might wait. Yes. Yes, yes. You're just saying like we did it all digitally. Should we do anything snail mail? And the answer is yes. Because I love a good tack tactile thing. I think it's just another layer of a personal touch. And I mean, Abby, you and I were talking about direct mail. So I think yeah, if you have the bandwidth for it, I think it's worth doing.

Abby Jarvis  1:04:45  
Definitely. I'm glad you said that because I was going to be kind of crushed. I love a direct mail piece and I actually have a nonprofit I donate to I miss their thank you emails because I get hundreds of them. Every day but I still have their handwritten thank you card on my desk.

Christina Edwards  1:05:03  
There it is. And also to it really like the to our friends the to work together pb&j. So it's like when I get your handwritten postcard or thank you note, then you land in my inbox two weeks later, you're more top of mind. Remember the forgetting curve. You're more more top of mind than you were before that. So yeah,

Abby Jarvis  1:05:20  
absolutely. Oh my gosh, Christina, thank you so much. I learned so much my hand cramped up at one point because I was taking notes. Everyone, thank you for being here and for talking with us and asking questions and sharing your experiences. And even some of you are sharing recommendations for tools. This was so much fun. Thank you for you being here. I know. Christina, you're very busy. Everyone here your fundraising, you're changing the world every day. And the fact that you took time out of your day to be here with us means so much.

Christina Edwards  1:05:51  
We love it. I love it. Engage chat, you guys. So keep an

Abby Jarvis  1:05:55  
eye on your inboxes we're gonna send you an email tomorrow with a link to the recording and some other resources. And then if you're interested in hearing from Christina, let me know I think there's a follow up survey, you can opt in to getting emails from her. And if I somehow forgot to put that in there. I did it wrong. Email me and I'll make sure that you get over to her. Okay. All right.

Christina Edwards  1:06:17  
See, I walk the walk. You'll be like, she sends a lot of emails, but now I remember her. But they're all good.

Abby Jarvis  1:06:24  
All right, everyone. I'll talk to you later. Have a great Wednesday, and we'll see you soon.

Unknown Speaker  1:06:29  
Bye, y'all.

Transcribed by https://otter.ai