Okay, this particular module, module seventeen covers one of the most difficult aspects of becoming a dispatcher or a broker and developing your own book of business. This is the most difficult aspect of your job requirements and job duties. But if you can master this, even just a little, it will lead to countless streams of revenue for you. This is the breakthrough right here, guys. So play close attention, please. So there are a variety of ways that you can get leads to call shippers from. OK, there's so many. But in this video, I'm going to talk about the three that I have primarily used that have worked out best for me. OK, the first one is going to be Reference USA. Reference USA is a online system full of businesses with phone numbers. by entities just as far as what they ship, what they manufacture, all that. And so it's a great resource to use for leads in calling shippers. Next one is zoom. Zoom is pretty much the same thing. Um, it's another online tool that you can use to break down businesses. And what I like about zoom is that sometimes you can get the direct phone number to the person that you're looking for. Like you don't have to call and call the main number and try to figure out who it is. Zoom will tell you who it is. Okay. And I love, love, love that about zoom. Okay. Um, Then the last one I use is the Blue Book. It's called the Blue Book and it's basically a book of businesses primarily for construction and things like that, which is great because a lot of construction material goes on what? Lab beds and step decks, right? Rarely do you see construction material going on drive-ins and things like enclosed trailers because most of the time it just needs to be on an open trailer. So the Blue Book is great. I love it. And those are the three primary sources I use. So we will go in and briefly kind of take a look at these, all three of these resources. That way for my brokers that are ready to hop out there and start calling, you'll have the tools to do so. Okay. And my dispatchers, I don't want to keep leaving you guys out. And my dispatchers that want to start building a directory I'm sorry, a book of business with direct shippers. You'll have that ability too. So let's go ahead and jump in it, all right? Here we go. Okay guys, so the first one that we are gonna go over is Reference USA. I think they actually just recently changed their name to data something, who knows? Let's see, Reference USA. data axle that's the new name it originally was called reference usa they've recently just changed over to uh data axle now here's the kicker you cannot just type in their website and access it you have to access it from an outside source uh and for me I was introduced to this website by another broker and I found that I had to access it through my library by using my, uh, my login information from my library. Now, I don't know if every library has this and what I'm going to do and help you guys out and hope, and don't make me regret this. Okay. But I'm going to, um, I'm gonna give you my library card number. That's the number that you will need in order to access Reference USA. Now, for those of you that do have a library card, I would like for you to try to access it on your own. Find your local library, okay? And see if you can access it on your own. For those of you that don't have a library card, you're welcome to use mine, okay? For me, Give me one second. Okay, so for those, again, that don't have a library card, you can Google Louisville Library. You're gonna click on the first one that comes up, Louisville Public Library, okay? That's gonna take you here. You're going to go to Digital Library, and you're gonna go to Research Tools. I'm assuming I must be logged in, because it didn't even ask me for my login information. You're going to go right here, Data Axel, formerly known as Reference USA. I told you it used to be called Reference USA. And you're going to click here. OK, yeah, I am logged in. Once you're logged in, this is where it will take you. Let me pull up my notepad really quick. I don't want to log out because sometimes this thing acts really funky if you log out and log back in. And I want to be able to stay in here so I can show you the stuff that you need to see. But for those that do not have a library card, you can go to this Louisville library website and I believe somewhere around here there will be a login link for you to click I don't see it maybe because I'm already logged in but look for it to be maybe over here or somewhere along this top line here okay or Google Louisville Library login. And maybe that'll take you directly to where you need to log in. If for some reason you can't find the login link, shoot me an email, give me a call, and we'll find it together, okay? But once you have the login screen, once you have the login screen up, it's gonna ask you for your library card number. This is going to be what you put in. Okay, and that should be all you need. P as in Paul, E as in Larry, P as in Paul, L as in, I'm sorry. Start over. P as in Paul, L as in Larry, P as in Paul, L as in Larry, zero, zero, zero, two, four, six, five, five, four, zero. Don't you guys do anything sneaky with my library card. um and again for those of you that have library cards try your local library first website first and see if they have um a digital library or research tools and see if you can find data axle in yours first if you cannot and you are looking to use this uh data axle as a resource you're welcome to use my um my information okay Strictly for this site now So here we are this is how you have to access reference USA or aka data axle okay, but once you're in this is what it looks like and From here you want to click the search button. It's been a while since I use this guy so bear with me I don't know if they've switched it up who knows from here We're going to click advanced search. Yes, this is what I remember. Okay. So over here to the left, it's going to give you some filters. Okay. What you'll want to do is start with the business type. Let me see. I haven't used this in a while. So you guys bear with me as I try to refresh in my memory here. Here we go. Search by major industry group. That's what I used to do, okay? Once you click on this, it's going to bring up all the major industry groups. Over here is a record count. There's over fifteen million businesses in this database, okay? Agriculture, forestry, fishing, things like that, those are mostly going to be for dry vans and reefer trucks. We're talking about crops, you know livestock all that type of stuff uh fishing stuff like that that type of stuff is not going to go on flatbeds and step decks okay mining definitely for flatbeds and step decks um minerals things like that some of the some of it some of it metal mining coal mining and you can continue to hit the plus button and break these things down okay um What I would do, I'm not gonna keep breaking things down. You can break them down into so many different entities. I'm simply going to hit a check mark, okay? So you see that brings up for team businesses and you'll see them in a second. I'm gonna also, God, I hope that noise is not in my recording. One second guys. OK, there we go. Trying to make sure we're still recording. You're going to also. I'm gonna click on mining and quarry, non-metallic minerals. Here we go, stone, limestone, granite, all this stuff, sand, gravel, all this stuff can go on flatbeds and step decks. So I'm gonna check all that. Like I say, you can further break it down if you want to. I'm not doing that. I just want all the businesses that come with this section. Okay, so that's another the thirty-eight businesses. Then we've got construction. Building construction, heavy construction, special trade contractors. I just want all of it. I'm going to click all of it. And that's a lot. You see, we brought up eight hundred with that manufacturing. You got food manufacturers, tobacco, textile. You can do textile lumber. You could do lumber. I hate lumber. I don't fool with it too much. Rubber. You could do that. And keep in mind, guys, I'm clicking on things from the mindset of I want to build businesses with build businesses, business relationships with companies that produce things for drive. I mean, flatbeds and step decks. Okay. Um, I'm not going to stay too long on this, but read through these, you all read through them. And if it looks like something that metal industry manufacturers that can go on flatbeds and step decks, I'm not going to do all this, but wholesale, you could definitely click on that. And I think that's it. Okay. So once you do that, let's see here, then you can come over here. And what I have done in the past, business size, number of employees, number of employees has been, click on number of employees, that's been added below. I typically don't want to see information on businesses that only have one to four people involved because if that's the case, there's probably not a lot of freight coming out of there. I typically wanna look at businesses that have minimum, fifty to fifty-nine people. Okay, so give me businesses with fifty people, fifty plus. Okay, so I click on all these. I don't want to see anything with one to two people, five to ten, ten to twenty. That's personal preference. Do that how you would like to. Or you don't have to do it at all. If you leave that off, it'll just pull up every business, no matter how many employees. But I like the fact that you can break this down to help better filter through the stuff that's not going to be relevant to what you're trying to do. Was there anything else I used to click on? Sometimes, you know, I would. Google, not Google, I would filter by geography. You can filter by city and states. If you only want to see results for businesses in Texas or wherever, you know, states on the east, you can put those over here. And you do that by just geography, city and state. You can do it by zip codes, counties. You know, this is a really good database. I'm just going to do Texas just because. Oh, hold on. I want the whole city. I mean, whole state of Texas. OK, so that's what we got going on. OK, you can break it down by executive gender, ethnicity. There's so much. There's so much. But the primarily what you'll want to do is. Tameka Jackson- filter for sure by business size, at least I would know if you want to just you know build a book of business with shippers in Texas only filter by geography, you know. Tameka Jackson- However, many states, you want to look at you don't have to just include Texas, you can include um. Tameka Jackson- that's another good state, you could include Ohio to you know. And if you need to clear them out, just hit Clear Fields. You can start over. Same thing for down here. So again, I'm just going to look at Texas. And then after we've set up all our filters the way that we want them, we're going to click View Results. I think it said that gave us a record count of thirty seven hundred businesses. OK, that's a lot of business. So here we go. Look at this stuff. We've got insulation, construction, piping, plastering, tile, plastering, deck, sheet metal. This is all good stuff, guys. OK, these are these are your leads. These are the people that you want to call. OK, and give that sales pitch to. Dang it, I forgot to do something. Let's go back over here really quick. Where did it go? I just saw it. Sales volume. You may wanna filter by sales volume too. You don't have to, but let's say you want to, you know, find a company that's producing a lot and making a lot of money. You know, the more money they're making, that probably means the more that they're producing and the more that's being transported. You know what I mean? So you can do that too. You don't have to. But again, if you're like me and you just wanna get real specific on things and you only wanna work with businesses that make at least five million a year, you know, so that you can have the best chance of getting a lot of freight from that business, you know, then you can use this, okay? You don't have to. Remember, you don't have to. Totally optional. But again, I just like it because it gives you options, okay? I like options. So anyway, we're going to go back to our results. Now, keep in mind, this is just for the state of Texas. Out of all the few little filters we clicked, we got thirty seven leads out of the state of Texas. So imagine how long it would take you to actually go through this whole database and call these people. You know what I'm saying? That's a lot. That's a lot, guys. This is page one of one hundred and forty eight. so anyway what you're going to do is you're going to click on let's just do ang piping okay they're in fort worth click on them let's see it'll give you a description of what they do metal contractors heating contractors air conditioning systems okay okay Let's see. Location employees. They've got a hundred employees. They do about thirteen million a year. They've been established since nineteen eighty four. This is some good information as the owner, that's the president's sales exec. Now, you don't want to talk to any of them again. Who are you looking for? Traffic. transportation manager, traffic manager, logistics manager, logistics coordinator. All those keywords are good, okay? Oh, sales volume by year. Look like in twenty seventeen, they shot up, started making some serious money. So anyway. You would want to call them, go back up here to the top, should have a phone number. Here we go, eight, one, seven, five, five, one, five thousand. You will want to call them and ask for whoever is over the transportation arrangements, okay? They got a website here too. Here they are, AGS services, okay? Piping, construction, they do it all. So try to try to learn a little bit about the business, even if you want to do that before you call, you know, just so you can have an idea of some of the stuff that they may potentially have for you to transport. Manufacturing, I would click on this and see exactly what their manufacturing process. Piping plays a major role in manufacturing operations, so You know, you know that piping is one of the big things that they're hauling, OK? So look at these pipes here. Piping for manufacturing. So when you're speaking with them, you can, you know with. With the gatekeeper, you can say, hey, just kind of doing some local business calling and see that you all manufacture pipes. We have a huge amount of flatbeds and step decks that can easily haul this equipment for you. We transport throughout the country. Our primary states are the Midwest, Southwest, Midwest, Southeast, Eastern region. And we wanted to see if we could set up with you guys as a carrier. You know, that's what you say. So this is pretty much it. It's really clear cut and dry guys, not hard to use at all. Play with this, play with this site. It's a really user-friendly site. Once you get this phone number, you can just click the back button. and take your right on back here, okay? You can print this. You can print, I used to print out about ten pages at a time and then just take my highlighter and mark them off as I would call them, make notes on my paper about who I spoke with and who's a potential lead and all that. So that's what you do. This is what you do with Reference USA, okay? Now, we are gonna go right on along to Zoom. I've got Zoom saved up here. This is my, excuse me, this is my favorite resource to use. And I'm gonna tell you why in just a second, if I haven't already. We've been into this video for forty-five minutes. I don't know if I already told you. With Zoom, you're gonna go to, you know what, let me just, let's start from the beginning. Is it zoominfo.com? Tameka Jackson- Okay zoom info.com Tameka Jackson- Once you're gonna do Tameka Jackson- Bear with me, guys. Tameka Jackson- You don't want to do a free trial. Um, Tameka Jackson- Because I think I've got zoom community. I don't have the actual Zoom. Is it Zoom community? Dang it, which one is it? the Community Edition, that's what it is. This is what you want. Go to Zoom, type this in on your website, and you're going to follow the instructions in order to download the Community Edition of Zoom, okay? You'll check mark the agree, you agree to the terms and conditions, and you're gonna click Get Started. And it'll have you download something. I'm not gonna download this on my computer, I already have it. Jessica Harris, But just follow the instructions Okay, if you need help with it certainly reach out and let me know, but once it downloads you open the file it's going to ask if it can download the Community Community edition on your computer. Jessica Harris, Okay launch outlook. JoAnne Hanrahan, and hit next just follow these prompts that's all you have to do follow these prompts I'm not going to do it, I don't want to see some. JoAnne Hanrahan, See no cancel. JoAnne Hanrahan, I want to do that um so yeah just make sure that you follow the prompts and it will it will set up zoom on your computer okay. You want to go for the community edition because that is the free edition, okay? You don't want to sign up for... another version of Zoom. Zoom is very expensive and it's for big, huge businesses, not a small company like Next Level Dispatch. I think one time I inquired about getting a Zoom account and it was somewhere around like ten thousand dollars a year or something outrageous like that, something that I definitely was not willing to pay. OK, so you're going to download the community edition. It is free. And once you sign up, get all signed up for it, let me know. Like I say, again, if you cannot, you have trouble, call me, we'll do a screen share or something like that and we'll figure out how to get it done, okay? But once you do, you should get to this screen where it's asking you to log in through the community edition and you're gonna hit sign in. Hopefully I don't have any problems. okay one second it's gonna have me verify a code on my phone okay seven six nine two three okay now we are in Woo-hoo, you're officially in Zoom. All right, and again, this is the Community Edition, okay? Remember that, Community Edition. Now, this database has over ten million companies, okay? It's a lot. Now, with the Community Edition, unfortunately, you don't get all the perks. Like, excuse me, you don't get to use all the filters. um that come with it but what you can use is right here you can't use the advanced search um but you can use the basic search and what I do is I normally type in I don't worry about the name or the company that's not important these two bars right here are what's important. And I will type in for the title, that's the title of the individual's job. I might put in traffic manager, and I may be wanting to look at businesses in Texas. And then I'm gonna hit find contacts. Okay, and then it's gonna pull up all these businesses and then over here is the name of the traffic manager okay see for the businesses so I'm pretty sure you figured it out by now, but if you haven't, I love Zoom because Zoom will get you directly to the source that you need to speak with. So you don't have to go around a lot of red tape. Most of the time, sometimes even this is wrong, or there may be multiple traffic managers and you're not talking to the right one, but at least you can get much closer to the source than starting at the secretary. or the receptionist okay because then you got to play ring around the rosies and talk to a couple different people till you get to who you're supposed to speak with uh with zoom you get a lot closer if you don't hit it right on the nail okay so now this is the other thing um that are the only catch should I say with zoom with the community edition you only get a certain number of um contacts per month I think it's ten per month that you get and so when you click let's find one let's just look through these okay we're gonna start at the top Tameka Jackson- This is a business service software business telecommunications government business services and construction okay now. Tameka Jackson- Walter P more seven hundred employees, a hundred and fourteen million a year business service construction, this is the thing for me, this is the key word for me construction that lets me know. that there may be something that we can potentially transport for this construction company. So I'm gonna Google Walter P. Moore real quick and find out exactly what they are. Walter P. Moore. It was an international company of engineers, architects, innovators, and creative people who saw some of the world's most complex Structural technology infrastructure challenges provide structural diagnostics, civil traffic, parking, transportation. Okay. Projects. So I don't know if they necessarily transport things, I would think. Let's see. redevelopment, okay? So they redeveloped Kyle Field and College Station, building site improvements. So there may potentially be some construction materials that need to be transported to these sites, these projects that they're taking on, okay? So this could be a lead. This could potentially be a lead. So managing director, traffic and ITS. Traffic, this is the key word right here. This is what would do it for me. So I would click on this and I would get his direct phone number and I would talk to him and be like, hey, this is Kimberly with whoever, either Nationwide Logistics or Admiral Merchants, okay? That would be a really good lead. Let me go on to, let's see. trying to make sure I don't pass anything. Business services, make sure you're looking over here. What you don't wanna do is waste one of your credits for the month. VersaLift, manufacturing, keyword, manufacturing. What does VersaLift manufacture? Let's find out. Let's see what, come on now. Let's see what VersaLift manufactures. Bucket trucks, aerial lifts, and digger derricks? Okay, let's see. VersaLift and cable placers, okay. Tameka Jackson- aerialists these are aerialists. Tameka Jackson- bucket bucket trucks cable places Okay, so they manufacture these. Tameka Jackson- Special rentals is a rental nesco specialty rentals as a rental equipment leaders supporting customers. Tameka Jackson- largest rental fleets in the US. VersaLift C, now here's another lead. I'm gonna come back to VersaLift. This is definitely a lead, okay? VersaLift bucket trucks, aerial lifts, parts, fine distributors. I mean, yeah, this is a lead. You can call them and find out if they transport anything that you would be able to assist with. I'm going to pause really quick, guys, until this guy finishes mowing over here. Just one second. Okay. Now, distributors. You know, distributors are another really good source. U.S. distributors. utility crane and equipment. I would call these places truck equipment sales. I would call all these, stand manufacturing. I would get the phone numbers for these places and I would definitely call them and see if you can set up with them as carriers. Distributors are really good resources for direct shippers. Okay, so anyway, I mean, it's always something. One second. One second, guys. OK, so without staying stuck on here too long, guys, I would definitely give this company a call and also give those distributors a call. So who's this Versalift? I would be calling Mike Bedurka. OK, he's the traffic manager. I'm going to go ahead and give up one of my credits and just click so you can get the information and see what it looks like. Donna Williams, So when you click on it, it's going to open up a little box business card underneath it. Donna Williams, And this is the direct number to the company. But this is, I'm sorry, this is the the headquarters number that this is Mike, but Durga is direct phone number. Okay. And he is a traffic manager so I would call Mike directly and give him my best sales pitch and see if we could become business partners and make some money together. Okay. And then there's also some other nice things you can look at here, description about them in the industry they're in. They do building materials, industrial machinery and equipment manufacturing. These are all good things, you know, which means that there's potentially freight that we can move for them. people it'll show you break down their operations and sales all that and then the best part is it'll give you their competitors okay which is even more leads so these are all businesses that you could call OK, now it won't tell you the traffic manager form. You could possibly type in like Jeannie. You could put Jeannie here in the company company and put traffic manager. I would take out Texas because they may not be in Texas, but I would type Jeannie here and then just type either traffic manager or manager. logistics or procurement is another word procurement p-r-o-c-u-e-r-e-m-e-n-t procurement and see if something comes up and if you get a name under any of those type of titles call them okay so this is why I love zoom you know it gives you lead after lead after lead and not only that it gives you direct leads okay anything that says traffic manager that's that's that's a great lead okay so anyway I'm not gonna stay here I wanna keep moving and go over that last uh that last resource blue book, but just really quick, just so you can see, you can also type in logistics, okay? President, this is the President for Logistics and Transportation. And for Targa, okay, they do manufacturing, eight point seven billion. That's a huge company making a lot of money. I would click on this and call Scott. Now here's the kicker, if you use all your credits, it'll tell you your credits are gone, but you can still click on the business and it will give you the headquarters number. It won't give you the direct number to Scott, But it'll give you the headquarters number. And that's still a great lead because you have a name, you know, and you sound it sounds a lot better when you have the name of who you're wanting to speak with versus saying, can you, you know, can you point me to whoever's over your transportation? They almost know your salesperson. You know, so if you have a name and you just say, yeah, Scott, please, Scott Pryor, you know, they, it sounds like you, you may have already, you already know Scott and y'all may already have a business and it may just go on and push you through. Okay. And then, um, so yeah, logistics. And like I say, procurement, excuse me, procurement. Let's see if I find anything under that. Uh, okay. hold on vice president of procurement procurement manager they do manufacturing so yeah procurement is pertaining to traffic guys for those that don't know supply chain and vice president of supply chain and procurement I will call lauren pacific drilling okay they manufacture Anyway, this is Zoom, guys. This is Zoom Community Edition, my favorite resource. And you take out Texas, you'll get a whole lot more leads, okay? But I just like it because you can break it down by states, by titles, and it'll get you directly who you want to speak with. based on what you type in here, okay? So that's that. Last one we're gonna talk about is the Blue Book. Let's see. The Blue Book. Construction. This one is pretty user-friendly. You don't have to... My computer is in desperate need of a refresh. While it's thinking, the Blue Book is a great resource for flatbeds and step decks because it's nothing but construction businesses in there. I love it. I've actually managed to pick up maybe two or three shippers out of the Blue Book. And it's very user-friendly. I don't even think you have to have an account to search on there. You can just... Go in. I could be wrong. If you do have to set up an account, it's very simple. Just an email address and a password. And you can also search by commodities as well. There we go. Thebluebook.com is what you want to type in, okay? Thebluebook.com. And that's going to bring you over here. and if I remember correctly see up here you can log in and register I don't think it's required though for you to do searches looking for companies or trades can click there hold on I'm trying to remember bear with me guys it's been a while since I used the blue book um How did I use this? Okay, I'm gonna take out Louisville, Texas and see if I can just do a broad search. Oh, this is incredibly slow. Give me one second guys, I may have to reboot my computer here. We'll be right back. Okay guys, so here you can do a search by states, Okay. Or you can leave that out and I think it'll just do a nationwide search. I'm just going to do Texas, Dallas, Fort Worth. Then over here, if you go down to companies, you can search, uh-oh, Blue Book Classification Index or by CSI. I think I choose the CSI index. Let me see. I could be wrong. might be Blue Book classification. Let's see. So you can search by concrete, masonry, metals, woods, plastics, composites, plumbing, utilities, all of these, all of these are good. Let me see what that other one was. Blue Book Classification Index. I don't remember what that is. It's pretty much the same thing. It's just categorized by this website, the Blue Book. Okay. Concrete, masonry. masonry metals and then if you want to break it down by metals you can look for people that specialize in these types of metals okay but I would just click on you know one of these I would click on metals and then um hold on yeah metal companies servicing hold on What did I do? Let's see. Must be something I'm doing wrong. Let me see, let me try concrete. Hmm, okay. Well, let's do this. So if we go to metals, Go to architectural metals manufacturers and distributors. OK, that's what it is. So you do have to go over to the right and click on one of those in order to bring up businesses. OK, but here you go. Probity metal products, coheaps, certified enameling. Now, I don't know why they're pulling up businesses in California and Illinois when I asked for. Fifty six, fifty six companies found in Dallas, Fort Worth. Who knows? Maybe these are the headquarters because you can click on locations and I'm sure they probably would have a location in Dallas, Fort Worth. You know what I mean? So either way, that's fine. That's fine. There's still leads. Hey, and we need we will take businesses out of Chicago, Illinois and Florida, you know. Those are good states for freight. And here you have more businesses. Five MCNC, Iron World, AR Contractors, and DAX Metals, Element Supply. I would call all these people. Innovative Metals. I would give all these people a call, guys. These are great leads, okay? You just click on name. What we do. Architectural Matters Manufacturers and Distributors, Service Area Dallas. Here's their phone number. Okay, two, one, four, seven, nine, three, three, two, one, two, I'm sorry, three, two, one, eight. You can look at their website. Well, maybe they changed their website and Blue Book just hasn't updated it yet. But normally if you click on that, it will take you to the company's website. So yeah, that's it. Once you do that, you can return to the page. And it'll take you back to page one, I guess, but you know, you can play with this website. and get a lot of, what did I do? Get a lot of great leads. I have no clue what just happened. Okay. Anyway, yeah, you can get a lot of great leads from this site. Like I say, I've definitely got a few shippers from this blue book, okay? Because it's primarily building and construction. So what does that mean? Building materials that probably need to be transported from some point to another point, okay? So this is a great, great, great, great source for that. So again, just trying to see how you go back to the homepage. Maybe just click blue book. Tameka Jackson- After you're done with that search just click blue book and then go back to companies and go back to the classification index and pick a new. Tameka Jackson- New link okay woods and plastics, that would be fine. Tameka Jackson- click on. Tameka Jackson- I mean really click on any of these guys click on any of these. Brick brick. Mason materials. Thirty six companies in Dallas Adams supply. Alliance materials. Builders equipment and supply clay structures. I would call all these people. goal building products. So this is how you get leads, okay? I just gave you three great ways to find leads for you to call and try to build relationships with shippers, okay? And if all else fails, Google. Google is your best friend. What could you Google? You can Google building material suppliers, okay? Second surplus, you can call them. BMC, you can call these people. Look at this. Is this another website? Building material distribute and supplier directory. See, look at that. OK, one hundred and twenty four distributors. Boom. Here's another list you can use. I would start calling on this, you know, colonies people. But there's so many ways you can find leads, guys. There's so many ways. Like I say, if you decide to just Google. I would look at these, but I would click view all and it's going to pull up a list of building material suppliers in whatever area you're in. Okay. You can probably zoom out and look in another area if you wanted to. I can't remember how to do it. Let me see. But all these people, blacks and brick, surplus foundation building materials, I would call all those people. And then, is there not a way for you to, Let me see. Maybe if you put like, Miami, Florida or something, let me see. Boom, see? I'm gonna show you shippers over in Miami, Florida, over here, near Miami, Florida. You call these people. okay all these people you can give them a call um give me one more one of my favorites of course cincinnati ohio did I misspell cincinnati yes I did I'm sorry then they should point you up to ohio there you go Dops Lumber, Ohio Valley Supply, United Building Materials. That looks like a good one. L&W Supply in Cincinnati. So. Oh, roofing distributors. You could put that in the search engine. Roofing distributors. You know, Dallas, Texas or wherever, you know. So that's how you search, guys. This is how you search here. This is really a fourth. This is a fourth research. You can use Google. OK, there's no right or wrong way to look for leads. Definitely not. all right guys we know that video was kind of lengthy but there is a strategic process and there is some planning and there is some forethought that has to be uh done in order to successfully find shippers uh getting through the gatekeeper uh figuring out the right things to say uh it's just the little things that can get you uh pass the cake keepers into the point where you're starting to build your book of business in developing shippers. So we hope you were able to pull away or walk away with something valuable from this segment or this module. Now we're going to move to our next module.